How to sell more avoid these sales mistakes

 

How to sell more: There are plenty of great things about persuasion and sales training but there are also some evils that can hurt your sales process or even your ability to influence others.

 

Most people go to these courses to help their abilities and techniques and that is part of the problem but it doesn’t have anything to do with the trainers or instructors.

 

First off learning how to sell more requires a bit of patience and some trial and error. Notice that it says some trial and error.

 

Learning how to sell more means you can beat objections like I wanna think about it.

 [youtube]http://www.youtube.com/watch?v=9NE_lYsWNSc[/youtube]

Common sales mistakes from training

The first mistake that salespeople make when they learn how to sell more or get ideas from persuasion is to implement too much at one time. This biting off more than what can be chewed causes a few issues.

  • ·         Decreases confidence in abilities
  • ·         Changes up a familiar process
  • ·         Creates confusion in the buying process for both parties

 

How to make sales and persuasion training work for you

To get the most out of whatever sales training or influence courses that you take there are a few things to remember as you implement what you have learned.

  1. 1.      Keep a journal of ideas
  2. 2.      Implement slowly while on top
  3. 3.      Know when to use what you have learned

 

How to sell more with a journal

Taking notes while training is not just a good idea it’s a great idea. The best way to do so is with a real journal and not just a note pad. Now there are many thoughts out there as to how to take notes but whatever way you take the notes make sure that you can read what you write. Keep a list of ideas that can be implemented but remember to not implement all at the same time. If something doesn’t work for you after a few attempts keep the notes but stop using the new strategy, tactic or script.

 

How to sell more by implementing what you have learned

Take some time to go back through your notes and put a priority on the items from what you have learned. If at all possible figure out where you will put what you learned into use. They key here is to look at what you have learned and figure out how you can make the information work for you.

 

How to sell by knowing what to use

When you attend sales courses, read books, listen to cd’s, watch dvd’s or do anything else when it comes to sales training there is plenty to learn. Now just like a mechanic has a great deal of tools people who persuade others for their livelihood develop libraries of information and possible items that can be used to influenced others to your way of thinking. Its your job to learn when to use what you have learned and that happens with time and patience. There is only so much you can do with scripting and role play. Being live out in the field makes all of the difference.

 

Just remember know that it takes time to learn what to add to a sales presentation and doing too much can cause a catastrophe.

 

Learning the science of influence can take your sales ability to the next level, here is the best place to learn.

 

As always I would like to thank you in advance for your comments and or questions about how to sell more by avoiding these common sales mistakes.

 

Now go implement!

 

 

Scott Sylvan Bell

 

 

 

 

 

 

 

 

 

Persuasion expert Scott Sylvan Bell shares how to sell more by avoiding these common sales mistakes :video credit  

Persuasive power of responding to objections

[youtube]http://www.youtube.com/watch?v=RfyjdckODlE[/youtube]

Persuasive power of responding to objections: Sales scripting does the favor to salespeople of teaching how to script what should be said but that isn’t enough and sometimes not even the right thing.

 

Sales scripts miss personality but even more than that they can’t teach how to respond to the buyer correctly. Many times personality is missed and because the salesperson doesn’t know the next step the salesperson reacts to rejection.

 

The persuasive power of responding allows the salesperson to stay in the game and keep asking the questions that will lead to the sale.

 

Yes this is not the most earth shattering University backed piece of knowledge but this little sales tip is something that is missed by most sales training.

 

The pass the salt rule:

If you were in a sales process and the buyer said “I wanna think about it” and you were to react you may just fire back “So what is it that you are going to know tomorrow that you don’t already know today” and it causes the buyer to react to you. This short cycle leads to the buyer either not buying or asking you to leave.

 

The persuasive power of using the Pass the salt rule.

 

The next time that you get an objection when you “respond” to the buyer in the same tone that you would ask the person sitting next to you to “pass the salt”.

 

Accelerated reaction

If you are in sales or have to deal with people when you react the wrong way with people they react to you and then you react to them and this cycle can go on and on until there is resolution or the cops are called out… sometimes.

 

Now back to the issue with sales scripts. In some instances words are magical but in most instances it is your personality plus the rapport that you have built is far more effective than having the perfect words because it is comfortable and when you are comfortable it is easier for you to be confident.

 

So the persuasion string works out like to something this:

 

Conversation + rapport + comfort + confidence + respond = sales (it doesn’t have to be in that order)

 

Sales training errors that lead to sales failure 

Most people who take sales courses take the information and try to use what they hear word for word. Once again it isn’t about the words. Now on the other side of the coin sales trainers don’t always explain what they would really say they give the information as the short version. This would mean that what is really said isn’t given to the salespeople. The reason for this is either the trainer doesn’t know that he or she is not really helping or they know that this explanation creates confusion and extra coaching.  

 

In all its important to understand how you as a persuader interact with the people you are hoping to persuade to your way of thinking. It’s not always about the words the better way would to be that its more about the experience the person has and how comfortable they are with you.

 

To learn how to persuade others in a way that creates more abilities for you check out the Science of influence:

 

As always I would like to thank you in advance for your comments and or questions about the persuasive power of responding.

 

Now go implement!

 

Scott Sylvan Bell

 

Video credit for Persuasive power of responding – Persuasion expert Scott Sylvan Bell

 

How to sell more: A persuasive sales training lesson

How to sell: Working with salespeople every day on their persuasive selling skills leads to some powerful observations on how to sell more and what not to do on a sales call.

 

Many times salespeople use preset or canned presentations and it may include a presentation book or a book to do a quick overview for the potential client.

 

What if there were very specific things that were done in just about every case of sales failure? Some of these items can lead to a sales slump while some can lead to sales success.

 

Avoid sales failure with persuasive sales techniques
Persuasive selling presentations can be made better

 

If you use a preset presentation book as a persuasive selling technique it is important to know:

  • ·         The material in your overview or presentation book
  • ·         What each page means and how it can help
  • ·         What pages to use or to leave out

 

Notice in the list it does not include all of the words that need to be said.

 

When a salesperson hits a sales slump or is on the verge of sales failure a few things consistently happen or are a cause of the sales issues

 

  1. 1.      They shorten the presentation to get to the end in the hopes that they would be able to get to the agreement faster.
  2. 2.      They do not fully understand what the common issues or objections they their potential client base has and they do not answer the needs of the person that they are with.
  3. 3.      Lastly the salesperson looks at each call too much like a chess game where they always have to be maneuvering.

 

For people to learn how to sell more or better many times it is a case of getting back to the fundamentals or basics along with actually helping the person that you are with instead of trying to tell the future and having the perfectly worded presentation?

 

This is the point where salespeople stop having fun and forget to smile or use monotone voices so that they can show just how boring that they can be.

 

In other words remember to help out the person that you are with, remember to have some fun while you are out on the road or while people come and visit you. As a huge reminder remember, that you will give the same information over and over again many times in the same day and it is not the fault of the new potential client that they were not around and hour before to see the same question answered for someone else.

 

Increasing your sales needs a systematic step by step approach that is no nonsense.

 

Here are a few steps that you can take right now to help increase your sales, take out your sales presentation or information overview:

  • ·         Write down the purpose for each page and what question that is answered for the buyer, or objection that may be taken away
  • ·         Write down as many questions per page that you can ask the person or the people that you meet with
  • ·         Write down any objections that you may have on each page or segment of the process

 

Learn how to sell more and beat sales rejection
How to sell more and easy to follow sales lesson

 

If you do not know the answers to these questions this is a great starting point for you to get involved. It may not be that you do not have cool persuasive techniques or abilities it may very well be that you do not know your sales presentation.  

 

As always I would like to thank you in advance for your comments and or questions.

 

Now go implement!

 

Scott Sylvan Bell

 

Photo credit:Word Failed With Two Business Hand by arztsamui, Hand With Failure Sign by aopsan

How to sell more: Deal with confusion and make more sales

How to sell more: Selling is a tricky sport sort of speak. There are so many things that can go right and then again there are so many things that can go wrong.

 

Sales success or sales failure is only split between from just the right statement or question can quickly turn into a scramble to save the sell.

 

It doesn’t matter what you have learned, how many influence boot camps that you have taken, the persuasive selling skills or techniques that you have learned if you there is confusion at the end of the sale the answer will be no or possibly “I wanna think about it”.

 

Now this statement may sound as if anyone who is in sales should understand from their first day of presenting or even walking out of a sales class but the truth of the matter is almost every salesperson loses sales every week because the potential client has confusion and the sale is lost.

 

You must do a few things so that the confusion issue does not happen.

  • ·         Find out exactly what the other person or group is looking for early
  • ·         Ask very specific questions to determine what you can do or not do
  • ·         Confirm the budget or if needed price condition the potential buyer or buyers
  • ·         Get a commitment to move forward if you can meet the requirements of what the person or group is looking for.

 

To make sure that there are no unanswered questions or issues you will have to flat out ask the question “Is there anything that has been left out up until this point” or something similar.  Now is not the time to beat around the bush.

 

There are times to play nice in sales and then there are times where you are going to have to lay the smack down.

 

There is a cost for you to being there at the sales call, You have acquired a specific set of skills along with learning as much about your service or product as possible and that all have a value also.

 

Many times sales people feel that they are being too forceful if they ask the difficult questions about what the potential client or buyer is looking for. Why would you not get down to business and get to the specifics?

 

To get to the point and not have to deal with confusion at the end is what will determine whether you make the sell or not.

 

Learning how to increase your sales is worth the effort but there are very specific things you must do including making sure that there is no confusion through the sales process.

  • ·         Your script must be precise
  • ·         Your questions must be to the point and yes you do have to ask the tough questions with no fear
  • ·         Deal with any hesitation or lack of commitment head on with the potential client or buyer
  • ·         Decide now that you will not be treated bad by any buyer period

 

To be great at sales you will have to deal with many situations good and bad but you must deal with any type of confusion or questions fast in order to sell the job.

 

As simple as it sounds it is definitely an issue that must be ferreted out and secured.

 

As always I would like to thank you in advance for your comments and or questions.

 

Now go implement!

 

Scott Sylvan Bell

 

Photo credit:

 

How to sell more: Stop price matching and discounts

How to sell more: Sometimes there are things that salespeople do to help create sales failure or sales rejection. Sometimes these items that create sales problems are the fault of the companies that the salespeople work for.

 

Sometimes vendors will do things as incentives to help sell product or services. In some of those instances it may be a rebate or special rebates that are supposed to “help” the sales situation and in some instances do the opposite of what they were created for. You ask how would that be?

 

Salespeople can get caught up with relying on rebates or other incentives that get them to help close the sale. Instead of being able to use the skills that they are supposed to use the reliance on free money or extended warranties.

 

This also puts buyers in a position of control when it comes to pricing on short term products. In essence they are price conditioned to get some sort of kickback when purchasing a product or service. This mentally gives them some sort of belief that whatever they are buying gets special incentives and in the end causes them to start looking for vendors or companies who can give them their next “fix” of a discount or freebie to move forward.

 

If you are in short term sales it is important to build some sort of relationship to help hold clients but that does not always guarantee that they will not shop you for a better price. All things aside you are not the person who really helps them so they do not care what happens to you. Your ability to be walked away from is one major reason to always be looking for new clients even if you have landed the dream whale client with all the products you can sell.

 

On the other end of the spectrum is the long term sale or the product that has a longer life cycle. Many sales people can track their sales when compared against times where extra incentives are offered. Instead of looking at the incentives as an influential way to help get the one client who just needs one extra push the new incentives become a crutch and cause problems when they have ended. 

 

This sales failure is common where rebates are offered every year and the salespeople know it. One step further down the path is the salesperson who may be scared of sales rejection and may tell their potential clients to hold off and not buy until the product goes on sale and “really feels for their position”. There is a huge difference between being empathetic and being a sales stooge who can’t sell.

 

Learning to use persuasive selling skills and abilities do help salespeople over time to increase their sales and overcome the common sales objections. To add as many sales tools to your knowledge may help you navigate through the common rejections that salespeople hear.

 

Just remember that rebates and extra incentives are meant to stimulate the buyers who may have just needed a little bit more to get them to move forward.

 

The next common issue with salespeople either going into sales failure is when they can use the action of price matching. It is easy for buyers to forget that all things aside not everything is the same product or service. Each company has unique abilities to deliver or produce services or products. There is always something that can differentiate one company from another. Sometimes fro some groups and services its all about the price and nothing else matters, in that instance if your services or products are better make sure to take some of your abilities out and really price match what the other company is offering.

 

Understanding the law of price equalization may help you be able to explain to this client how to deal with their pricing situation.

 

At the end of the day when it comes down to getting a signed contract your preparation is what will make the difference between and “Yes” and a “No” or even the dreaded “I wanna think about it”. Your ability to overcome sales failure though objection handling or persuasive presentation skills or techniques is a must.

 

Price matching should be used as a last resort and not to make up for bad sales skills or techniques or as a way to gain market share, in the end it creates lazy sales people who do not bring in enough revenue for a company to survive or causes sales on “price” instead of sales on skills. Sales success happens when you can overcome the common price objections.

 

As always I would like to thank you in advance for your comments or questions.

 

Scott Sylvan Bell

 

Now go implement!

 

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