Persuasive sales techniques of other salespeople

 

Persuasive sales techniques of others: So much money is spent on sales training and while some the techniques and strategies work there are salespeople who do not bother to implement what they have learned. On the other hand there are some fantastic sales lessons out there that you can benefit from.

 

Persuasive sales techniques that don’t work

Now there are times when you walk away from a salesperson whether you are in the business or not and just shake your head wondering if they ever make any money from what they do. These are the type of salespeople who think that it’s all about scripts and the “next level” sales idea that really doesn’t work. Their sales process isn’t really cool or really easy and there at tons of sales mistakes along with lack of building rapport. It may even be that the salesperson doesn’t know how to make their buyer a hero.

 

In order for you to tune up your persuasive sales techniques and abilities you will want to watch what other sales people do wrong through their sales process and then not do whatever they did wrong. If you are in sales or have people in sales you will want to be able to convey the message of what not to do in sales so take great notes.

 [youtube]http://www.youtube.com/watch?v=K3VdoTgmlMw[/youtube]

Persuasive sales techniques that work

In order to get better at influencing others there are many things that you can do:

  • ·         Takes sales courses
  • ·         Pay for personal coaching by a persuasion expert
  • ·         Spend time out in the field selling
  • ·         Read books on persuasion or influence

 

Courses on sales can only go so far for you if your job is to influence people. Many times great theory it taught but the implementation of sales strategies is not.

 

You can even find a persuasion expert and pay them a good size chunk of money to help you find enlightenment in your industry. Normally this strategy pays off

 

There is something to be said from learning how to persuade others out in the field. There is a learning curve associated with working hand in hand alongside of your clients.

 

You can even buy all of the greatest books on sales training, overcoming objections, NLP, relationship building but you once again will have a long term learning curve.

 

One of the best things that you can do to learn persuasive selling skills and techniques is to watch other sales people. If they use a question in the sales process that you can use, then write it down and figure out a way to use it in your own sales process. If they ask a question that engages you write it down and find a way to implement it.

 

Sales training doesn’t have to come from a class or a course it can come from meeting and talking to other sales people in everyday interactions where you are involved or even interactions that you overhear.

 

There are plenty of places to learn new sales skills, techniques and or abilities and they will not always come from your industry.

 

Influence is a science and it takes some time to learn one of the best place to do so is right here:

 

As always I would like to thank you in advance for your comments and or questions on the persuasive sales techniques of others.

 

 

Now go implement!

 

 

Scott Sylvan Bell

 

 

 

 

 

 

 

 

 

 

 

Persuasion expert Scott Sylvan Bell shares the video of Persuasive sales techniques of other people.

Persuasive presentation skills increased

 

Persuasive presentation skills increased: learning how to present to your potential clients can help you increase your sales.

 

Many times sales people lose their enthusiasm over time or they have no presentation skills. Some sales people focus more on their products but forget that they need to have the ability to keep their client or their potential client engaged.

 [youtube]http://www.youtube.com/watch?v=EIOSfOBd7_g[/youtube]

How to make your presentation more persuasive

First on the list to increase your sales is to video tape the presentation as you have it now. You will want to be brutally honest with yourself and watch the video with someone outside of your industry or even a kid. If the presentation doesn’t make sense to others it will not make sense to your potential client or even an existing client.

 

You will need to make sure that there is enough enthusiasm in what you say and do. Now there is a danger when making your presentation more persuasive and reading to have some enthusiasm is to go overboard. Just add a little energy but not too much or you will be seen like a goof ball.

 

There are times where you will have to be humble and take criticism from someone that you trust. The trick for you is to take this critique and not justify your mistakes. Take the lumps and make the changes. Most salespeople ask for help and then do not take the advice to make the necessary changes to increase the sales or to make the presentation more persuasive.

 

Make the changes to make the presentation more persuasive

There are a few things that you can do to help your persuasive abilities and or techniques

  • ·         Make sure you have enough time to present – yes this is easy but salespeople forget this
  • ·         Make sure there is enough energy in the presentation but not too much
  • ·         Make sure that the person or people watching don’t have to make themselves look dumb that comes from using and concepts that they understand
  • ·         If the potential client will not understand concepts or words explain them before the presentation
  • ·         As more questions to gain clarification
  • ·         Have fun and remember if its boring the answer will be no

 

Persuasive presentations are well thought out and well-rehearsed over and over again. You must be comfortable with what you say and do along with being comfortable in many given expected or unexpected situations.

 

Persuasive presentation ideas

Make sure that you make the client the hero and not try to upstage the product and or service. If you think that everything is all about you, other sales people will walk away with your sales because it just seems to your client or potential client that you think you are a Rockstar in your own mind. Make the process about them and their problem and focus on how you can fix those two things. Be a Rockstar at the office when you make the sale.

 

Learning how to influence other requires that you to understand and know the basics of the science.

 

As always I would like to thank you in advance for your comments and or questions about how to make your presentations more persuasive.

 

 

Now go implement!

 

 

 

Scott Sylvan Bell

 

 

 

 

 

 

 

 

 

Persuasion expert Scott Sylvan Bell shares the persuasion presentation skills video – Video credit

Persuasion expert skill of greeting

Persuasive selling skills: One of the most persuasive actions that a person can take when dealing with others is to be polite. In many instances difficult buyers may be very demanding thinking that will be the way to be overtly persuasive but that is the exact opposite of what will help them get what they want.

 

Yes a may sound simple to be a persuasive genius just by being polite but it does help more than you would imagine.

 

If you were having to help someone through a difficult situation whether personal or business would you be willing to help a person who is difficult the same amount for a person who is calm and rational but firm?

 

Now there are ways where you can play into this persuasive selling skill covertly and the powers can help you in the long run.

 

Being polite to others cause the person who is helping you to mostly be polite back. So you also ask how does that help you make more sales just rom being polite?

 

[youtube]http://www.youtube.com/watch?v=trieRPPko38[/youtube]

 

The answer lies in mental real estate + being polite.

 

Persuasive selling skill the introduction

A persuasive selling skill in action: When was the last time that someone how are you? This question happens millions of time a day.

 

And your response was fine, ok, doing good or any other response that you can give.

 

But what if there was a more persuasive way to answer that question that gets the other person to give you a little more attention would it be worth knowing.

 

Now in order for this persuasive selling skill and technique to work you will have to use some of the laws of English for your benefit.

 

The correct answer for “How are you doing”? is “well, thank you very much, and how have you been”?

 

Now this may not sound like a formula to make more sales covertly or even take over the world but there is something to this answer that gets people to pay attention to what you are about to say.

 

Ok, so you may not believe this but you will not get a persuasive sales technique homework assignment that will cost you nothing but benefit you greatly.

 

Persuasive selling skills assignment

The next time that you are in line you can practice this persuasive selling skills technique. You must pay attention to how the clerk or salesperson has treated and talked to the person in front of you while you were in line.

 

You will listen for the responses that are given when the clerk or salesperson asks “how are you”? This new information will allow you to see what you can do just by changing a few words.

 

When it is your time up at the counter or with the salesperson you response to the question “How are you”? is now to say “I am doing quite well today and how have you been”?

 

So this does not sound very earth shattering when it comes to asking a question but please do not discount the power of intentional subtle influence (ISI) when it comes to your ability to persuade.

 

If you have watched enough people answer you to “I am doing quite well” just by itself you will find that they answer you back using proper English for the most part by answering you the same exact way.

 

You may also notice that the person that you are dealing with may stand up straighter and deliver their answer with more emphasis than their conversation with you previously.

 

Persuasive selling skills expertly executed

Absolutely crazy that they will answer you back in a way that they have not been answering people all day long and chances are that when you walk away they will not answer the question the same exact way at all until someone else answers “quite well thank you very much”.

 

Now there is a second part to this that you may not have caught and that is to ask the person “How have you been”?

 

Your best bet is to just say it with confidence just like it was part of your everyday conversation. The more that you put emphasis on “how have you been”? the more that the question does not work for you it will eventually work against you.

 

Persuasive selling skill – The law of conditioned response

This one question holds more power than what you would guess or figure for a few reasons. First you must think about the Law of conditioned response. This law states then when you use the same language of a friend or relative in a relationship a stranger will do the same. In essence this reaction is a shortcut into the backdoor of their brain for trust and relationships.

 

When you ask someone “How have you been”? it implies that you have met the person before, they are a friend or they are a relative.

 

So how does this help you expertly persuade others?

 

Great question and it is perfectly normal for you to think that and a very smart one by the way…

 

When you wire your persuasive message in a way where you can break down some barriers without having to do some work you are in a position to win a little easier.

 

Just travel down this path for a second you meet with someone that you want to be able to expertly persuade but they have met with other salespeople or consultants who may have caused them to build up a resistance to your message without even meeting you.

 

You enter into the meeting and ask the person who has all of the control and the money that you want in their pocket and you must expertly persuade them to get it from them “How have you been”? Their brain now has to search to determine if you have met before. You are taking advantage of a lazy brain because it is easier for the brain of the man or woman who you are meeting to say “We have met somewhere but I am embarrassed to ask where, but I know we have met and I know I should remember so now I am going to have to try and figure all of this out before he realizes that I have no clue who he or she is”.

 

This brain hack takes the pressure off of you to give some information to the buyer or potential client and give you a persuasive sales skills that allows you to be an expert a maneuvering around some built up animosity towards sales people.

 

Persuasive sales skills that can go bad

Now it does take some time to learn how to use this persuasive sales skill. There are also people who this expert tactic will not work on and they may catch onto what you are doing but chances are they will not. In many instances this technique will not work well with more than one possibly two people so groups of people are out because you cannot ask them this question individually. You will also have to play with the timing of how you ask this question as to get it right.

 

Persuasive sales skills that can go right

You can learn how to persuade like an expert but you will have to put some effort into what you are doing from here on out. Expert persuaders know that the tactics and strategies must be done in conjunction of proper body language and enunciation for the words that are used.

 

When asking people “How have you been”? first just watch to see how people react out in a store where there is no real downside for you or in other words no harm that can come from your message. After 50- 100 attempts work this message into your sales calls. Since you really want to have success in what you do you will take the time when out shopping to use the question of “how have you been” to your advantage.    

 

Persuasive selling skill transformed

The words that you use may or may not have great weight to them when you use them. Your inflection counts, your body language counts and your overall interaction with your potential client counts and now just for fun add in your personality.

 

One of the biggest challenges that salespeople face in the persuasion process is that they become experts at their script but forget to add in their own personality. Remember that in order to persuade effectively your personality must be present.

 

Persuasive selling techniques and skills, how to learn more

Learn how to persuade others with expert abilities and confidence, your best source to learn persuasive selling skills and techniques can be done here

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

:Photo credit for Persuasion expert skill of greeting

How to sell more using easy persuasive questions

How to sell more: Many times the most basic steps in the sales process are missed and that is what caused the sale be lost. Yes it is as easy and simple as the basics. You were probably hoping that the issue would be difficult.

 

The sales rejection did not happen because the salesperson didn’t know the crazy close technique that was taught by the last sales trainer that showed up last month, it wasn’t because the salesperson didn’t have enough glossy beautiful presentation material… nope.

 

Most sales are lost because the basics sales fundamentals are not followed consistently.

 

Now one of the things that kids do very well is mimicking the sibling or friend that they want to annoy. If you use this next sales tip the wrong way you will get the same exact effect and you will still get told no. Used correctly you can get your potential client to open up to you and then answer questions so that you can know what to do to help them.

 

Persuasive selling skills building blocks
How to sell more by building your sales techniques

 

One of the basic sales techniques that you can use is to rephrase what the person is asking you in a way that shows that you are listening but also shows respect. Now this can also be used when rephrasing a question. A few examples would be:

  • ·         Just to make sure that we are on the same page here is what I understand that you are asking me is….?
  • ·         What you are looking for in this widget is to have it the special gadget…..?
  • ·         If I understand you correctly you have had these issues with your current situation….?
  • ·         You say that this feature of the widget is important to you because it will help you…..?

 

Yes you are correct this is not earth shattering news nor is it some new persuasive selling skill or technique from a world renown influence expert who charged millions of dollars to get. What this sales techniques or strategy is essentially is a good way to keep talking and moving forward while clarifying the whole way through that you and your potential client are on the same page.

 

There is a sales hazard just like with any sales technique and that is either using the questions too much or without not enough variation. If it seems like a sales tactic then there is extra resistance built into the call on the part of the potential buyer.

 

You will have to practice using this persuasive selling technique because when it is done wrong it will cost you.

 

It is better to make sure that you have designed or found something that will work for the person or the people that you are with before you roll your idea and or pricing out only to find out what you spent your time on was not what the person or the group was looking for.

 

 

Selling technique strategies for increasing sales
Fundamental sales skills and abiltties include basic questioing asking

 

Taking the time to learn how to communicate better through the sales process is what will make you a better salesperson before going and spending a ton of money on all sorts of scientifically proven ways from a sales guru. You must master all of the basics before you try the advanced stuff.

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo credits: Toys 3D by Idea go, Arrange Bricks by renjith krishnan

How to sell more: learn to be coachable

How to sell more: Its tough to get told something that you don’t like when you are in sales.

 

Its tough to get criticism and not want to fight every bit of it when sales are down or up.

 

Its tough to not justify why you are bad at something or how you have failed especially when you are not making any money.

 

Its hard to see others be successful while you are working hard and not seeing results and it feels like success is so far away.

 

Sales success comes from the ability to hear that you have a problem with something that you are doing in your sales cycle and then change what needs to be done so that you can influence better.

 

All too often when coaching sales people the excuses come out but what is even worse is when the people who are being coached are not coachable. So here is a short guide on how to be coachable when it comes to anything but especially sales training.

 

  • ·         Listen to what your coach says
  • ·         Take good notes
  • ·         Ask many questions for clarification
  • ·         Practice and implement

 

Did you notice on that list nowhere does it say justify your bad behavior, you are right it does not.

 

One of the fastest ways to determine if someone is coachable is by listening to what is said after the person is coached on something to do.

 

Here is an example while performing some persuasive sales training and working on some communication techniques:

 

Chris: In order to help people understand you better it may help for you to slow down and draw a simple picture like this.

 

Mike: I used to do that but people found it boring plus it takes too long so I don’t do it anymore and I do not think that anyone wants to see that.

 

That justification equals sales failure almost instantly and a loss of income. Mike may have felt like it was an attack on him and it was because he may not be the best at what he does or he could just flat out suck at his job. He was being told to do something differently and his brain was fighting off the right way or the better way to go. The ego part of the brain was really saying “I don’t want to do what you say because I know what is better for me than you do” or “I have a way that I like to do it and this is not it”.

 

The better way that leads to sales success should have gone more like this:

 

Chris: In order to help people understand you better it may help for you to slow down and draw a picture.

 

Mike: I have tried that before but I was not able to make it effective where did I go wrong, would you mind showing me?

 

Chris: right here is where you need to slow down and ask more questions to help understand what the buyer is thinking.

 

By Mike asking the question about how to implement a new strategy he was saying that he is open to try something new but also gained insight that he did not have previously for a sales strategy.

 

Now its hard to feel like someone is telling you that whatever you did was wrong but in order to get better at what you do the coaching is necessary and must be done. There are times where it may feel like someone is attacking you for your weaknesses but would you rather hear them from a sales trainer or from a client who says “I wanna think about it”?

 

A brilliant man has said “Do it till you are done”. Many nights people have stayed up many hours doing “it” till they were done. It may have taken a toll on the person with lack of sleep but in the end they gained the skills needed to get ahead

 

Its easy to get caught up in the “reason trap” or a way to say “I couldn’t do it because…..”.

 

Now you know the insider secret of how to pick coachable salespeople vs those people who will stay mediocre at their jobs for a while.

 

If you do get the chance to work with a coach or trainer for whatever business you are in take the time to learn what they are teaching you, fight the urge to explain why you have failed and find a way to implement the process.

 

Now there will be times that you do not always agree with those around you in how something should be done but at least work through the process and you may just find a new way of doing something that you probably would not have learned before.

 

Just remember justification will equal failure almost every time you use it because it does not produce results, it’s the easy way out.

 

Getting good at what you do takes hard work and discipline and the ability to listen and then implement fast.

 

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 using the laws of persuasion

How to sell more using persuasion: In the world of persuasion and influence there are many things that you can do to show your ability to persuade but none may be as important as something that you have created and other people use.

 

 

Persuasion expert Scott Sylvan Bell explains the laws of persusion
Persuasion and how to learn the laws of persuading

Think for a second how people may take some information that you have built and then use it in a way where you get credit for it most of the time.

  • ·         A book
  • ·         An article
  • ·         Some outtakes from a speech
  • ·         A noteworthy opinion  or belief

 

The last one is probably the one that is focused on the least probably because it is not thought of very often.

 

If you were to go to a physics class one of the first things you would learn would probably be Newton’s 3 laws.  

 

If you were to take more physics classes you would learn about Albert Einstein’s Theory of relativity.

 

So how does this help you learn how to persuade or influence others in the long run?

 

It is important for you to have your own Laws and Theories in your industry that at some point may get referenced and help you with some notoriety.

 

Take for example the Law of price equalization or even the law of purchasing justification. The first place you would see either of those 2 laws would be on Scottbellconsultant.com and nowhere else.

 

So how does the law given on this specific website ever make it to the mainstream? Your answer would include effort and imagination.

Persuade like an expert

First: You would have to take the time and have a well thought out theory that makes sense to the people in your industry or group.

 

Second: You must take the time to put up some sort of consistent information so that you can be found and that search engines find you for whatever you niche may be. If your niche was sales training or teaching persuasion either the law of purchasing justification or the law of price equalization would fit.

 

Third: You would have to write an article that would explain your point and help people understand why it is a justified position pointing out both the good and the bad that comes from the law.  

 

Fourth: Now you need traffic or to let the information sit so that someone finds it when searching for more information.

 

Now just because you devise a law for your beliefs does not mean that you will get interviews all over the place or people to buy you dinner in public all’s it is for you is a place marker where someone can give you credit in the footnotes somewhere and that justifies your position as an expert.

 Persuasion expert ideas for strategies

This act or persuasion is done as a chess move for the future not for fame and fortune today if that is the case stop now whatever you are doing for the most part is not that groundbreaking so that people will instantly follow you.

 

In essence your theory or law is for someone to find later on down the road and get so interested that they call you or want you to be on a show so that once again you get to be the persuasive expert. Yes it is a talking point.

 

So how would this work for another subject?

 

How about a nonverbal communication example? Take the term “Bell bubble” or “Lobster claw hand deception” either one of those names would be used to get people to talk about a unique name and then question what the heck does it mean? Your job is to get an expert in that field to use your term and give it validity.

 

Your goal is to get people to type your laws name into Google at some point and have it auto compile. If someone is typing your law into Google you will have to produce plenty of places where it can be found and explained fully.

 Expert persuasion idea – Mental real estate

Another example may be “mental real estate” where as you as a persuader want to hold as much ground in someone’s mind that it is essentially real estate in the brain or that they think of you when your industry product or service is talked about. In this example the blog on the website could be considered mental real estate if you think that the information here is valuable so that you pass it on to a friend when they ask about sales resources or information on influence.

 

Persuasion expert Scott Sylvan Bell shows you how to sell more and be more persuasive
Expert persuasive selling skills to influence others to be more effective

 

Just like any other task or persuasive selling skill or technique this action takes time for you to implement and you will have to follow a blueprint of sorts to make it work. Just coming up with a law or theory is not persuasive without plenty of other data to back it up.

 

 Influencing others or becoming an influencer takes time, effort and consistency. Your ability to grow your mental real estate in your industry isn’t going to happen overnight and there will be some things that you will have to give up to get to a point where you are recognized.

 

Your hard work will mean that while your friends go out you work on articles, videos, reviews on books or products and possibly even speeches. Your benefit doesn’t happen *right now* it happens over time and is a chess move for the future.

 

As always I would like to thank you in advance for your comments and or questions about using the laws of persuasion to infleunce others and learn how to sell more.

 

Now go implement!

 

Scott Sylvan Bell

 

Court Icons by digitalart,Announcement by sheelamohan :Photo credits for How to sell more using the laws of persuasion

Persuasion expert Scott Sylvan Bell  

How to sell more with the “law of price equalization”

How to sell: Many times buyers put the squeeze on salespeople because they think that they are doing their job and saving themselves some money.

 

Let’s introduce you to…..

 

Law of price equalization – All things aside no matter how much you look for a product and what you pay for that product it will end up costing the same as a similar product or service that costs more.

 

Now this law may not fall under the category of covert hypnosis but it does go hand in hand with persuasive selling skills and abilities.

 

So you are a skeptic and that is perfectly ok and normal.

 

Do some quick math here.

 

You buy a widget for $10 that was built correctly and will last for 5 years.

 

You are able to find another “similar” widget for 7 dollars but it was made to last 4 years and is made with lesser quality products and has a higher failure rate.

 

Off the top of your head what one do your buy?

 

Well your own answer may change.

 

Depending on what order you looked at the two widgets may actually determine what one you buy.

 

This Law of purchasing justification is what all sales processes are built around.

 

The law of purchasing justification happens when a person or group looks at a product or service and decides that one option is better than another based upon pricing, features and benefits.

 

Within this rule it is almost impossible to compare products or services.   

 

Some people would pick the widget for $7 while others would pick the one for $10; so what one is the better option?

 

The $10 widget is the one that would work and meets the criteria and will last

 

The $7 widget will work but will need to be fixed more often plus you took the extra time to go “shopping” to find that product and the intangible here is how much is any unit of your time worth.

 

Many time consumers get caught up in all sorts of research to determine what option, service or product that will work better for them. In the meantime the consumer who bought the $10 widget can get on with their life and know that the widget will last.

 

Many times consumers who get caught up in finding the “best deal” cut quality of products or sacrifice service to make up the difference of a few dollars only to have to pay more in the long run.

 

One of the biggest lies to ever come out of a college classroom is the saying of the “Lowest cost with best quality” these two options are direct opposites of each other. It is not possible to have the best quality and the lowest price ever. This is a case of either or but not both of the options. Something had to be sacrificed in order to get the cost lower and that means that the “best quality” is out. The saying should be medium product with and even price is what you are going to get.

 

You can usually tell how long a company is going to last by the words that are advertised in their marketing:

  • ·         Affordable
  • ·         Discount
  • ·         Low cost
  • ·         ‘highest quality and lowest cost”
  • ·         Best value

 

These are normal signs that a company is in trouble and will have to make changes in the future and will either close or will force themselves to raise their prices or use a discount product.

 

Ok so you are right the largest retailer does advertise something similar but they are not the lowest cost on all products. They make up the difference in other products or services so they do not always have the lowest price unless you go to the competition and get the price and then come back and prove it.

 

This “time and effort” would eventually take up whatever cost saving time was spent in order to purchase the product or service.

 

Now there are a few places where the Law of price equalization would not work for some people. If you needed a car and you were going to buy a new one this law would not work if you were to compare a 458 Ferrari to a Chevrolet Malibu. Yes they both will get you were you need to go but they both were built for different purposes. So in an event of different purposes this rule does not work.

 

Many times you will find insurance companies advertise lower rates but in order to get those rates they must raise the cost of deductibles. By the time that you pay for the deductibles you may end up paying more but some people are willing to take that risk and then justify why they did what they decided to do.  

 

The Law of price equalization works more into your favor as most products are made from less companies or competitors. In many instances most products are made from the same exact parts in 3 or 4 plants with multiple brand names with different prices even though they are the exact same product.    

 

The last part of this law is that when a lessor quality product or service is used that product or service that is less will eventually cost more over time when the better quality service or product could be substituted.

 

By taking the time to evaluate what the better product or price is you may find yourself spinning your wheels where you could have gotten on with your life.

 

Persuasive selling skills and techniques may help you sell more over time and increase sales percentages. Knowing how to explain how to save your clients time or energy may be your best ally instead of fighting over price.

 

Explaining the law of price equalization does take some practice with role play before trying to explain this to a potential client.

 

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

 

Now go implement!

 

Scott Sylvan Bell

How to sell remember the extras

How to sell: Many times sales people feel that persuasive selling skills will do all of the work for them and it’s all done, the sale is made.

 

 The reality for salespeople is that it is the small things that can either make or break the sales call. The Boy Scouts have a motto and that is “Be prepared”. This motto works great for sales people also.

 

It is amazing how many sales people do not prepare before a sales call.

 

Now this may sound like a basic step but basic steps are usually what are missed in many of the sales calls that are lost and even sold.

 

Have you ever almost finished a sales call and realized:

  • ·         You had no paperwork to get the potential client to the next step
  • ·         You were missing some presentation material
  • ·         You could not use some sort of communication device to check inventory or order parts, services or pieces

It is a horrible feeling to get almost to the top and then realize you cant finish the trip because you were not prepared so you have to pause and get supplies and reschedule.

 

What does this lack of ability do to the buyer in their eyes?

 

Can it lose the sale for you?

 

Can you create confusion in the sales process?

 

Any of the last 3 items listed can happen and yes it can cause you to lose the sale and then you have sales failure.

 

When you are not prepared it causes some mistrust on the part of the potential client. When the questions happen about you and your product the rejection mechanism in their brain starts to trigger. The rejection mechanism then starts questioning whether or not you will do the right thing for them and then they say “no” or “I wanna think about it”.

 

Here are a few very simple ideas that can help you increase your sales

  • ·         Keep extra copies of your agreements with you in case you need another one
  • ·         Keep an extra copy of your presentation at hand in case one is damaged or is missing
  • ·         Back up clients files in case of computer viruses or computer failure
  • ·         Get to your sales call early in case unforeseen things have changed
  • ·         Keep a hard copy of phone numbers so that you don’t have to rely on a cell phone
  • ·         Have a back up source or someone else to call to check for availability of products or delivery dates.
  • ·         Have extra pens of the same exact type so that they are all uniform colors and manufacturers

 

Ok so you are so right these tasks should just be a given but the amount of times where these basics are not covered and sales are lost this list must be mentioned.

 

It isn’t always about covert hypnosis, story strategies, questioning techniques or even persuasive sales skills and abilities. It may just be about being prepared to make the sell when available not just some old or new technique.

 

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 includes others

 

Persusaive selling skills are not enough to get out of a sales slump
Increase your sales with knowing what to say

How to sell: Many times when sales people are in a slump there are things that suffer in the business sense.

 

As a salesperson you have to deal with so many things:

  • ·         Internal office issues
  • ·         Competition with a lower price
  • ·         Product issues
  • ·         Service issues
  • ·         Salespeople who don’t like you from your company
  • ·         Internal mental issues

 

One of the biggest issues that you do not think about in a sales slump or when you need to make more sales is the person that you are in a relationship with.

 

So many times you as a salesperson forget that your daily issues become your nightly issues and that there are many things that you take out on the person that loves you.

 

  • ·         You may come home cranky
  • ·         You can snap at your significant other
  • ·         You can ignore the person that loves you the most

 

 

Most of all you forget to thank the person that you have a relationship with. This may mean you forget to thank the other person for the small things that add up and become valuable. Even worse many times when sales people face devastation or sales issue they forget one of the smallest but most important things and that is to to just say “Thank you for all that you have done for me” or even “I love you”

 

There is a natural progression with sales failure and that is to take an internal position where salespeople do not want to talk to others or deal with being in public. This issue does transfer to the people or persons that you have close relationships with.

 

The issues at work create a tense situation at home and then in turn the situations follow you back to work.

 

It seems like small thing to mention to your significant other you care about them or that you love them but this first step is skipped so often and overlooked as a way to help you get back into the swing of things.

 

It is almost like you need an in case of emergency list that would include:

  1. 1.      Slow down the sales process
  2. 2.      As more questions that get you to closer to yes
  3. 3.      Close your mouth more often
  4. 4.      Explain to the person who helps you the most that you care about them and thank them for that help that they give you.

 

Getting out of a sales slump is not always the easiest thing to do nor is it usually fun but if you know what you have to do to increase your sales it does make it easier.

 

Increasing sales in a slump can come from your relationship
How to increase sales and beat a sales slump

 

Not always will persuasive selling skills or abilities help you learn how to increase your sales but it doesn’t always help you know what to do when sales have issues. Just remember the person that is your significant other and give them the praise and thanks that they deserve.

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo credit:

How to sell more: Just ask!

How to sell: Salespeople always have a list of things that they can do to increase their sales. Some of these items require persuasive sales skills and abilities, some of the salespeople could just learn from using basic selling techniques.  

 

Learning how to increase your sales does require a few rules to be followed:

  • Ask the right questions pertaining to your industry
  • Get the commitment from the buyer or potential client
  • As for the order or give the next step when necessary

 Sure there are more rules but those would have to be the most basic 3 sales rules to follow for success.

 

Increase your sales by asking for the business
Aske for the business = Make more sales now!

 

The focus right now is specifically on the last item asking for the order or even telling the potential client the next step in the sales process.

 

Too any times salespeople who even have persuasive selling skills or technique training will get all of the way to their presentation where they need to explain what to do next or ask in some fashion for the business and do not.

 

Learning how to sell means that this item of asking for the sale or explaining the next step must be followed every time that you meet with a potential client.

 

So you say “This is too basic and too simple to be an amazing sales lesson”

 

And your response would be “exactly, you are exactly right and wrong all at the same time”

 

Many times it is not the sales process, the presentation or orientation or even the product that did or did not make the sale or get the potential client to buy, the sale comes from the salesperson doing their job and that includes all the simple steps and that means asking for the business.

 

Everybody wants some magic sales recipe when it comes to increasing sales or skipping out of a sales slump. The secret sales recipe in sales comes from asking for the business. As simple as this step sounds it must be followed.

 

The truth is that most people are scared to make the wrong decision and if you give them an out or a way to not make a commitment most buyers will not just say “Give me your product I need it now”.

 

Your persuasive selling skills and abilities can only take you so far then there is work that you must perform on your own. Fortunately for you asking for the business is easy over time remembering the first time you do anything is normally difficult. The same goes for explaining the next step.  

 

There is no secret script or set of magic words that need to be used it could be as simple as “which one do you want”? or even “when would delivery be better Tuesday or Wednesday”?  

 

You would be amazed at how many times you do not ask for the business. That’s right you read that correctly if you are in sales and you are reading this there is a huge probability that you are not asking for the business or explaining the next step at the end.

 

Ok, so you don’t believe it?

 

Right now go and get a notecard or a post it note.

 

Write on the card “Did I ask for the business or explain the next step”?

 

If legal where you live post it on your rear view mirror in a place where you can still use your mirror effectively following all laws. When you get done with you sales call just take a quick glance at your reminder message.

 

If you did not make the sale chances are you forgot this step.

 

Salespeople can increase profits by asking for the business
Increase your profits by asking for the sale or bsuiness

 

Just remember its your job at ask for the business or explain the next step. Even if you have the best sales mentor, persuasive selling skills, swear you know how to sell, read every sales book, attended every sales and influence course you can think of and had the best sales trainers everything comes down to you making sure you perform the basic sales steps consistently.

Sales failure happens when you as a salesperson decide that you know everything or there are steps to a call that you do not have to follow.

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo credit:  man with profit text by digitalart, All Question Words by renjith krishnan