Persuasive sales abilities require you to defeat sales slumps and sales rejection

Persuasive selling skills sometimes require the knowledge to get out of a sales slump to keep you out of sales failure. Many times when a salesperson is in a sales slump they are desperate for sales and to keep their goals if they have them. There are a few issues with just this alone.
  • · There is a ton of pressure on the salesperson to perform
  • · The pressure causes the salesperson to speed up their sales process, they leave out steps in the sales process and end up hearing “no” or “I wanna think about it”
  • · They are focused on the big number for the week, month or quarter.
If you are in a sales slump and your focus is for the end of the month or quarter the chances of you making your numbers are slim to none. This isn’t to say that you are not an amazing sales person or that you do not have superior persuasive sales skills but it is saying that if you are so worried about getting your sales numbers the focus is way too broad.
Persuaive sales skills include goal setting
Setting effective goals is a persuaive sales ability
The best thing that you can do to influence your sales skills is to focus on one call or one project. This may not even be the whole project it could be a single aspect of it. Your focus is to sell the person or group that you are in front of. This takes enormous pressure off you to perform for more than what you need to. This is the best way to perform sales to begin with but some will tell you to watch for the entire month or quarter.
If you keep a short list of things to do during the day or for a project this will keep you on task. Finishing the first item will take focus before moving on to the next. In some instances sales people do not always get the ability to just get one thing done. If that is the case do everything you can to keep focus on each project during its timeframe that you can.
In order for you to have persuasive sales skills you must have the internal ability to persuade people. If your mind is off target for the project or the client the focus is elsewhere and they can feel your lack of enthusiasm or can even tell that you are desperate.
The best analogy would be that if you were to have to climb a mountain and there were dangers on your path would you focus on the peak or the next 5 – 10 feet in front of you? Yes your end goal is the top of the mountain but to keep looking at the peak causes anxiety or frustration. That anxiety or frustration can lead other places that are not good. This is normally where salespeople start siding with the one person in the office or group who lack the abilities to stay positive. The other problem for sales people is to pay attention to what others are doing in the office, region or nation. You must compete with yourself first and then with others. Focusing on what others are doing draws your attention away from what you must do and further builds the anxiety or frustration.
For you to have sales success short and immediate focus during the work hours is how to achieve that. This means that for whatever time you are with your clients they are what you focus on. If you have time to work on a project or proposals make is so that you have no interruptions. There is only so long that a person can intently work on something without burning out or making mistakes, so about an hour fits the best. If you have the ability to go longer then do so.
For your persuasive sales abilities to work your focus has to be in place. Searching for new sales tips to try and implement will not.
  • · It is important to remember to not change what was working for you previously and trying a new sales technique may not be the best idea unless you are good at improvising and not many sales people are.
It’s not a question of how to increase your sales skills in a sales slump it is a question of what you focus on. Sales slumps are a common part of the sales process but the goal setting strategy of focusing on your next one sale isn’t.
Sales rejection sometimes happens just from the sales person looking or feeling desperate and for no other reason. There is no super fantastic sales formula that will instantly increase your sales. There is just tireless work on the sales process. Sure there are things that you can do that will immediately impact your sales in the short term but it does take focus to keep doing the same thing over and over again with slight tweaks to make it better.  Sales rejection is also normal if you are excellent at persuasive selling skills or abilities nobody gets told “yes” all of the time.
Sales rejection can be beat with goal setting
persuasive sales skills are increased with goal setting
Goal setting of the next sale should remain your priority not the end of the sales period. This is a required successful sales technique.
Yes! you can do it!
As always I would like to thank you in advance for your comments or questions.
Now go implement!
Scott Sylvan Bell
Photo credit:Mountain Climber by Sura Nualpradid, Confusing Man by renjith krishnan

Persuasive selling skill: Knowing your sales abilities and sales strengths

Persuasive selling skills require that you know your abilities and limitations. Knowing that you can increase your sales and income is important. Knowing that it will take time for you to learn persuasive selling skills is also a must.
You can buy as many sales cd’s, sales dvd’s and go to as many sales courses or influence boot camps as possible but it imperative to know that your sales will not instantly change for the most part. Some sales people do see immediate results but that doesn’t happen often.
When you change your sales presentation you may not get the results that you want form the very beginning. It is rare to find a salesperson that can implement something new right off the bat and get results. Many times it takes mutiple hours of role play to make increasing sales happen and feel automatic. In fact after implementing something new it may just put you into a sales slump and not only is that normal it is common. That is because it is something new and untested. If you have a scripted presentation, modifications will change the dynamics of the way your presentation rolls out.
Knowing where your weaknesses are is an important ability that most people will not face the reality of, they do not want to admit weaknesses. This is one of the best things to admit to so that you can grow. One of the best actions you can take is to make a list of what you are good at, what you are ok with and what you need to work on.
Persuasive selling skills are learned over time
Strengthen your persuasive selling skills
Your sales success depends upon your ability to adapt and grow, many sales people just go along to get along or really never train to get better. If this isn’t you then you are applauded for your time and effort.
Learning how to increase your sales skills takes time and effort. If you hear or see some snake oil being peddled at least listen to the sales presentation to get what sales nuggets that you can take away and mold into your sales process. There is much to learn from other sales people good or bad, there is always something to not do or that may work well. It is a good idea to keep a journal of all of your sales nuggets that you gain from listening to sales presentations or even from other sales people.
As you learn new sales techniques or persuasive selling abilities remember that you will still have to overcome objections, push back sales failure and work just as hard to influence people. There is a magic bullet to increase your sales: it is hard and dedicated or tireless work. If any sales guru sales anything else you are in for a load of lies.
Sales training should be difficult at times, the uncomfortable moments are what make you a better sales person. If you are going to learn persuasive selling skills your comfort zone will be stretched at every chance.
Sales success comes to those who are willing to work on their abilities and sometimes that means paying money out of your own pocket for training as well as working on your sales skills while others are out having a good time. The sales formula for success requires that your attention is paid to your abilities or lack of abilities.  How dedicated are you to building your business? If you are in sales you are an entrepreneur which means you are building a business and that is important to remember.
Are there shortcuts to sales success?
That is a common question asked of many sales trainers or sales gurus. Well the answer is going to depend upon your moral and ethical beliefs and what you think belongs in a sales formula for sales success.
If you have no morals or ethics than yes there are 3 fast shortcuts to increase sales and those are:
•             Lie
•             Cheat
•             Steal
Can you make sales faster that way? Yes you can. Are the consequences worth it? No they are not. In this digital age you have very little room for making such mistakes, the mistakes will follow you unless you have access to fake ID’s and new social security numbers.
Sales success comes from learning persuasive selling skills
Increasing sales takes time even with persausive selling abilities
Now for most people those 3 bad or evil bullets are not the ways to make sales, for some that is the way of life. Hopefully if you are reading this you are appalled by those who lie, cheat and steal because they give the sales profession a bad name. Remember to get where you want to go may take longer than you would think or it can be a shorter time but hard work does pay off longer than the shortcuts that usually end with bad consequences. People usually get caught at their worst moments not their best and that normally includes a television reporter and a camera man.
As always I would like to thank you in advance for your comments and or questions.
Now go implement!
Scott Sylvan Bell
Photo credit:Strength by Ambro,Pinocchio by africa

Persuasive selling skill to master, be on time part 2

Persuasive selling skills are increase over time and with effort
Increase your sales with persuasive selling skills
Persuasive selling skills start with knowing that with persuasion everything counts. For you to increase your sales it is important to know that everything you do either counts for you or against you. If you are keeping score that means: being on time, how you are dressed, how your clothes look besides how they are dressed,  what you look like, your breath, your presentation, your vocal qualities, how you treat those around you and even how you treat those you have never met.
How important is it to be on time? More than likely one of if not the most important things you can do all day.
Besides increasing your persuasive selling skills from being on time there are a few other things that will help you out.
While sitting in the waiting room observe how the gate keeper treats others and what pushes his or her buttons. There is a reason why they are the gate keeper and they do have influence over the decision maker. In a perfect sales world there would be no competition, no gate keepers or no sales objections but that would be a fantasy. Realistically it’s a good thing that you have competition and that they are not good at what they do.
How you treat those around you has repercussions more than what you would know. Everybody is watching you and your actions do have consequences. It doesn’t take any more effort to be nice to those around you as it does to be arrogant or mean. Some sales trainers have some interesting ways to teach of how to get around a gate keeper and while some of the ways with intense pressure some of them cause sales rejection issues. Some of these ways taught give you one opportunity to get into see the decision maker after that the bridge has been burned. If you sell in a small enough niche, your attitude and tactics will be known faster than you would think.
There are a few things that come from talking to the gate keeper:
  • · They can give you information that will help what you do.
  • · They will give no help at all for what you do.
  • · They will give you misinformation which is worse than no information, its good to know that this can happen.
Take what you learn and apply it how you will, if the gate keeper has given you a sales tip do what you can with it. Some offices run games to see how they can give sales people misdirection and that can lead you down the path of sales failure. In order for you to have sales success it is good to know how to detect lies or inaccuracies when dealing with others. Reading nonverbal communication is one of those ways. Some places do this misdirection so much even with the best skills you may not be able to detect their game.
Learning how to increase your sales through persuasive selling skills takes time
Sales tip: Be on time and be nice so you can make more sales
It’s tough enough in the beginning of a sales career to learn how to increase sales along with learning over time without some sort or direction.  Persuasive selling skills are acquired over time not in minutes, it doesn’t matter what sales gurus tell you, increasing your sales takes time. Being able to effectively implement new sales strategies takes planning and effort, more than what other sales people are willing to do. Even with all of the best sales abilities and training you will hear “I wanna think about it” but you will be able to know how to deal with it better and disarm it.
By learning all you can about how you work, your sales, persuasion, non-verbal communication, new  sales techniques, learning how to build trust and overcome objections, working with old sales techniques and lastly learning how to effectively keep up with you sales slump cycles your sales can be increased.
As always I would like to thank you in advance for your questions and comments.
Now go implement!
Scott Sylvan Bell
Photo credit:Customer Service Operator Woman by Ambro, Graphic3 by Danilo Rizzuti

Persuasive selling skill to master, be on time

Persuasive selling skills are acquired over time but this first sales strategy or sales technique is to be on time. There is nothing worse for you as a sales person to be late to your appointments. It just says to your potential client that you are lazy, even if you are not. It also says that you cannot be reliable. There are many successful business people that will not keep an appointment with a late salesperson or company and they have good reason. First off being late is disrespectful.
It doesn’t matter the excuse, many times sales people are late because they just hope things work out. Hope is a sales strategy that further down the road leads to sales failure.
persuasive selling ability, being on time is a must to learn
Persuasive selling skill - being on time
If you are a salesperson who is consistently late everywhere your competition does not have to work as hard. Who knows maybe the reason that you heard “I wanna think about it” had nothing to do with your product or presentation but everything to do with you being on time.
Now you may think that something like this would not have to be said but it does. John Wooden the famous college basketball coach on the first basketball practice of every year would teach the entering freshmen how to tie their shoes. Should tying shoes been taught as a basic fundamental? Yes, it is an important basic fundamental, but what if nobody ever showed them how and he just assumed that they knew how to perform such an easy task. What if nobody told you to be on time for your sales calls?
The same goes for sales. As Anthony Robbins says “There are only so many fundamentals”. This is the same for sales and sales training. For you to learn persuasive selling skills you must master the basics first. Many times sales people hit sales slumps because they take new ideas over basic sales strategies or sales tactics that have in the past worked as a nice sales formula and tried to skip the process.
If you are going to master how to increase sales it only makes sense to master the basic building block of sales.  Being on time and showing respect not only to your potential client but also the company that you work for is an absolute must. Building trust in sales holds that you must follow the basics and if you are going to have sales success the basics of sales must be followed.
Sales failure happens when you are not on time
Sales success comes from being on time
When sales people hit a sales slump many bad sales habits become magnified as to what they have been doing wrong or have to potential to do wrong. As a struggling sales person they do not want to go to the sales call because they may be told “No” so they straggle in late and then get told no because they were lacking in confidence and their persona showed it along with being late. You may have to become great at overcoming sales objections in your career but you should be able to read a watch.
For you to increase your sales there is a certain level of commitment that you must have. There is also a list of things that you must commit to doing and being on time must be one of those top priorities. If you are going to be seen as great at what you do or even want to become a sales guru you may find that this element of sales is a great one to master.
The persuasive selling skill of being on time may sound too small but it is usually the small things that make or break the sale for you. To influence others you must have the self-discipline to make that happen.
Persuasive selling abilities are not just something most people are born with they are learned and fine-tuned over time.
As always I would like to thank you in advance for your questions or comments.
Now go implement!
Scott Sylvan Bell
Photo credit:Nine O’Clock by graur razvan ionut, Business Graph by renjith krishnan

Persuasive selling skill: the ability to adapt to new skills to persuade with

Persuasive selling skills come in all shapes and sizes. One of the best ways to persuade others is to learn how to think on your feet. As a salesperson there will be times when thoughts or objections will be thrown at you with no idea of where they are going.
Increase your persuasive selling skills
Selling skills that are persuasive can increase your sales
To gain new sales skills you may have to look in places you probably have never thought before. Learning comedy improve makes you learn how to think on your feet and be creative. As a caveat it must be said that you shouldn’t make things up to your potential clients, this would be wrong and eventually lead you down the path of sales failure.
Humor is a great trait to increase but this isn’t to say that you should try to be funny on a sales call. What is funny to you may not translate well or be appropriate for the people that you are working with. One bad or offensive joke and you have just thrown away any of the persuasion selling skills you have learned.
There are a few places to go and learn improve. If you Google improve for you area of zip code you will more than likely get something as a class close to you.
This persuasion skill comes in handy when negotiating, having to deal with an interruption that was unexpected or even when a presentation is going wrong.
From learning improve you will or can learn:
  • · Better timing not just for jokes but also for questions and telling stories
  • · How to deal with uncomfortable pauses
  • · How to manipulate and lead a conversation to where you need it to go for the right reasons (manipulation is only bad when you are using it for the wrong reasons)
  • learning stage presence in front of a group or crowd
This form of persuasion training is better known as sales improve.
If you are going to learn how to increase your sales you will find that not all the same sales training works with everyone. You may find that you did not like being put on the spot of that you have the ability to be funny and that is ok. At least you stepped out of your comfort zone and tried something new to get past sales rejection and increase your persuasion or influence skills.
Increase your persuasive selling skills
Selling skills increased through persuasion training
Who knows maybe at some point you may find that sales success isn’t what you are after but instead a life of comedy so you can walk away from the “I wanna think about it”.
To increase sales or get out of a sales slump your sales training will have to be more than just the typical role playing or reading a book on persuasive sells skills. Train like your career depends on it because it will. The sales skills that you learn now will serve you for the rest of not just your sales life but life in general. Take this sales tip and turn it into a new sales skill that most sales gurus will say nothing about ever.
Building trust just isn’t for your clients it is also for you, that means you must build trust in yourself and your abilities.
As always I would like to thank you in advance for your comments and or questions.
Now go implement!
Scott Sylvan Bell
Photo Credit:Microphone by renjith krishnan, Leading Idea by jscreationzs

Persuasive selling skill and ability you need to know – Negotiating

Negotiating is part of persuasive selling skills
Increase your persuasive selling skills powers
Persuasive selling skills are needed in today’s business climate. One of the most important skills that you can acquire would be that of negotiating. For some that word instantly sends chills down their spine because it is something that they are uncomfortable with. Your sales success is determined by what persuasive selling skill you have, your sales failure is determined by what you are not willing to learn or do.
It is surprising how many sales people have not even read a book on negotiating or even taken a class because they are scared of it or they do not think that they need it as a selling skill. You may also be suppressed at how easy it is learn this sales technique or persuasive selling skill.
To take this sales challenge that will improve your sales skills you will need a few things:
  • · A few hours on an early Saturday morning
  • · About $20 in cash in single bills, quarters and even some dimes
  • · A willing attitude to have some fun and learn
  • · A car for travel to a nearby neighborhood
How to increase your persuasive selling skills
Increase you persuasive selling skills with an easy step
Your sales mission or adventure is to go to yard sales or garage sales or even flea markets, yes you read that right yard sales and or flea markets. You are then to find random items that you find interesting or even have no attraction to. You are then to see what you can buy these products for. Just know that whatever is asked for by the seller for the first price you cannot pay. You must negotiate even if you ask “what can you do better than that” this will get you out of your comfort zone. You may find that this is fun but you will also find that this barter process is normal. Pay attention to how people react not just with their body language but also their voice. Now this can be the others around you buying these unique products but also the person who is selling. You may also find a new way to overcome sales objections by being patient with the sales process.
Take your time and be patient and have some fun while on this sales mission. First off you never know what kind of cool stuff you can pick up. This project is designed to get you out of your comfort zone. You also get some added benefit you will not just see what buyers of your products go through when buying a product but you may also learn how they feel which is just as important. Your persuasive selling skills are dependent upon learning as many sales skills as possible especially how people react to their feelings. Your ability to effectively communicate with others also depends on this skill to know when they are for real and they have a real concern or if they are bluffing. If you have learned how to bend when needed and flex when appropriate will increase your sales and may just learn how to build trust in a new way.
So what do you have to lose by going through this process or sales challenge? A Saturday morning and about $20 or less and a little gas money
What do you have to gain for this persuasive selling skills adventure, some ways to beat sales rejection, some ways to increase your sales skills and by the way you would be surprised at what you would find in some of your neighbors garages. What do you have to lose by not trying something new and getting out of your comfort zone… everything.
For you to learn how to increase your sales you may have to use some unconventional methods and going to garage sales may just fit the bill. This may sound strange but for one it can be fun and two you get to meet some of your neighbors while increasing your persuasive selling skills and abilities.
Sometimes to learn you have to take small steps to learn new skills. This may be one of those times where you learn from small purchases and deal with some uncomfortable moments. This sales adventure is it cheesy…. yes, fun…. possibly, necessary…. or of course.
As always I would like to thank you in advance for your comments and or questions.
Now go implement!
Scott Sylvan Bell
Photo credits:Shopping Time by photostock, Rocket With Dollar Sign by jscreationzs

Sales training: How to increase your sales to the moon part 2

Sales trainers who teach their salespeople how to push for the sale typically are comfortable with most sales processes. This brings up and interesting thought. What do you do if your sales trainer or sales guru doesn’t believe in being uncomfortable himself when making sales or using sales techniques that they themselves are uncomfortable with?
Will he or she:
  • Show you everything that you need to know to move forward and make more sales?
  • Push you to be uncomfortable to make more sales?
  • Have the abilities to really coach you in all aspects of sales, persuasion and or influence?
  • Explain what is normal and what is not once you make more sales or learn how to push for the sale?
Many times sales trainers or sales gurus will say that one type of sales may or may not work because it uncomfortable to them so they do not even try it. They may say that the sales techniques, sales strategies or sales tactics that they do not share may not be enough for what you need in your industry. What if that sakes trainer is not comfortable with the type of instruction you need?
sales training means working hard on persuasion not gambling
How to increase your sales without gambling
This is where you need to be as a salesperson and ask uncomfortable questions to find out what they will and will not train you in.
There are many styles of sales and in essence they will all give you some sort of results depending on how you work with and implement them.  The problem is most sales people try to sell through their personality and that works 30% at most. To get your closing numbers higher you will need to do more. If you do the same thing over and over again as a sales process with your potential clients you know where you will get results and or questions or even sales objections. This means some sort of structure must be used in your presentations.
What happens when you implement the sales training that you learn from or even start using a structured presentation? You may find that there will be a few common results besides increased sales:
  • Learn to make more sales and possibly more money
  • Get complaints because of using these new sales techniques
  • Get more sales cancelations from pushing the potential clients harder
  • Get called names from the people that you have met with
All of the above sales results from increasing sales are actually common reactions.
When you learn to make more sales it should be that you make more money but sometimes that isn’t the case. There is typically reluctance in the part of the salesperson to try something new and then discount the price of the object or service that they sell to feel ok with trying the new item or way of selling. When this discounting happens commissions go down and then you are locked into that price if it is a long term sales relationship or if there is a short sales cycle. If the discounting is happening you as a sales person are not comfortable with the situation and it can be felt by the potential client.
When you use new sales strategies or tactics it may be uncomfortable at first, and once comfortable the discounting stops. This aspect of being uncomfortable ties into the last article about being comfortable in new and different situations. This is a case where you have to be all in and comfortable trying something new.
When you as a salesperson start pushing and asking the difficult questions to make the sales and hold the potential client accountable there is the feeling for most to only go so far before letting the person go without a real answer. The salesperson gets to the edge and then turns around because of being uncomfortable. Some sales trainers or sales gurus will teach to “Close like a vice if you have the best product or service”.
How real is your belief in your product if you don’t push for the sale and show your own conviction for your products and or services? Beating a person over the head to get the sale is not the most fun or comfortable way to make sales but sometimes that is what it takes to make it the sale happen. This head beating does occur sometimes even if you have the best abilities to persuade, but if it is happening often there is a problem in your process.
Once you have implemented being firm and asking the hard questions and holding people accountable it is common for sales to cancel (these should be things you learn in sales training or already do). That’s right you got the sale and now the people cancel and that is ok. Once again it is perfectly normal for people to cancel on once you get to the point of pushing and getting the sale. Yes at first it can be frustrating but there will be a point where you get comfortable with how you present and the cancelations slow down. You must learn how to comfort the now client after you have pushed and that will take some effort and more getting out of your comfort zone.
When you decide to make more sales there is another aspect of you getting out of your comfort zone: people will call you names and tell you “I don’t like being treated like this”. Now this isn’t saying for you to be a jerk but to be firm with the commitments and they are not used to telling sales people the truth. Typically complaints increase as you get out of your comfort zones at first because you have found out that it is ok to push and it normally goes a little over board at first, hence the cancelations.
Once you start to implement new processes it is normal to over compensate and the potential buyer feels your pressure. They will say “You are acting like a used car salesman” Most salespeople stop at this point because they do not want to be referred to as such, you will be ok let them call you names.
Getting past sales objections can be easy
How to increase your sales using persuasoin strategies
Most aspects of persuasion and or influence may be uncomfortable at first when starting to implement especially when it means having to overcome sales objections, just know it is part of what you do.
Any time that you add to your sales process changing what you have done previously or gain more confidence there is this sales side effect: You will sell more and possibly get complaints and cancelations or you will sell more and then decide to not used what you have learned and back off because it is uncomfortable from what people have said to you.  Some would say that a more persuasive type of sales does not build trust but you would be surprised by the way that potential clients will change their reactions when they see how consistent and firm you are.
As a last note remember that everyone has a comfort zone even sales trainers and they will train only with what they are comfortable with and even then they have to deal with sales failure. It does go the same way for them also when they are selling. Once again if you are going to get past the sales rejection of “I wanna think about it” or learn how to increase sales you will have to make changes and plot the new outcomes.
Photo credit: Slot by Salvatore Vuono, Jumping by Vlado

Sales training: How to increase your sales to the moon

How to increase your sales with one easy step
Increase your sales with this simple change
Sales training does have its ups and downs when it comes to trainers. If you would like to learn how to increase your sales the first thing you must learn to do is step out of your comfort zone. Your persuasion abilities will increase once you decide you can do more.
Some of these items can have to do with sales and some of them may not have to. To learn to be uncomfortable here are a list of things you can do.
  • · Have a conversation with a random person if that is something you would not normally do
  • · Ask the tough question to your potential client that you may not have thought you had the abilities previously. This can include budget or for some even closing
  • · If you are single hit on a man or woman if that is something that you are uncomfortable with.
  • · Do anything out of your routine whether that is trying a new food that you are scared to try, try that new drink, go to a new bar, take a new way to work or even listen to a new type of music.
  • · Start to hang out with a new group of friends
  • · Travel to a place you have never been before
  • · Do something you are scared to da like jump out of a plane or scuba dive if your health permits it.
  • · Speak in front of a group, do your sales training or even teach a class
What happens is when sales are good salespeople tend to hold on what they have already done. Doing the same thing over and over again.  Learning to persuade and influence others takes change and trying new things. When sales people are in a sales slump they tend to revert backwards and start doing less and less. Either way when sales are good people tend to do the same thing but when times are slow sales people will tend to do less because they need the fast sale.
When you have the ability to be flexible you have more internal ability to look for new ways to close the sale. Stepping out of your comfort zone may feel weird at first but what can be done can include:
  1. 1. A new introduction
  2. 2. A different negotiation pattern
  3. 3. A new presentation strategy
  4. 4. A new style or even being comfortable asking that difficult question
Learning how to persuade and influence better is just like any other aspect of your life. Once you think you can do something it liberates you and gives you the power to do so. On the other hand once you have seen someone do something before you it is easier for you to do. Getting past “I wanna think about it” may take more new effort, or maybe not.
Sales training can be as easy as trying something new
Sales training secret: Increase persuasion abilities by trying something new
Go back to your childhood for a moment: If you have ever jumped off a bridge or a rock of considerable height many times it is if you have followed someone else or a special person was watching and you wanted to show them that you could do whatever it was in front of them. For many sales people they just need to see another sales person do a new close or ask a new question before they will even consider trying it. Here is a short list of things that can happen when you venture out and do something new.
  1. A. You make the sale and you learn something new
  2. B. You get told no and you learn something new
  3. C. You get thrown out and you learn something new
For some reason salespeople have this fear that the person that they are meeting with will turn into some beast and become devoured by this beast. This does not happen and if it did you would see it on the news.
If you are going to get better at whatever you are going to do you will have to try new things, this doesn’t mean that you have to like whatever you have just done. By taking this challenge you may be reluctant the first few times but with times your future trial events will become easier. Usually it’s not the sales tips or the sales techniques that salespeople learn that get them to the top it is when they implement what they have learned. The fear of sales rejection compounds most salespeople’s abilities to even try something one time. Sales people pay thousands to see sales experts or sales gurus and then do nothing with what they paid for because they are scared as to what will haven. This fear paralyzes them and causes them to lose sales and then in turn not make as much money as they could.
The main difference between sales success and sales failure is learning how to be consistent through scripting, implementing new things from sales training and lastly stepping out of your comfort zone. You could have memorized all the persuasive sales scripts, sales techniques, non-verbal communication cues but in the end it will be your ability to step out and do something new.
There is an added benefit to learning to be uncomfortable and that is you will be able to sit though meetings with clients and put up with stuff that you did not thing you could previously. You will find that the difficult client is not really as difficult as you thought before. Your ability to overcome sales objections will seem to be almost superhero like after time. Your patience for the weird moments will increase. Your overall confidence in yourself will grow and your confidence in your sales will grow.
Today’s article comes with a challenge: Do something new and step out of your comfort zone just once for any random thing and thing about how much easier the next time will be.
As always I would like to thank you in advance for your questions and comments.
Now go implement!

Sales training: Things to not do on sales calls or with clients (read now) Part 2

How to increase your sales the right way to make more money
Learn how to increase your persuasion skills abilities
Sales training can take shape in many ways. In a previous article the discussion was on things to not say to your potential clients. In this second half another set of sales techniques or sales tips will be shared. Many times sales people make mistakes that nobody tells them how to fix either because the people around the sales person do not know the answers or the people who know want to keep all of their own sales goods or ideas secret. The one idea or thought that isn’t shared is that more than likely you could give up every “secret” you know and the people around you will not even try them, not even once.
Here are a few more lessons on how to increase your sales. If you are like the 3% who implement these sales tips can help you increase your ability to persuade your potential clients to buy from you.
Increase your sales by knowing how to persuade
Influence can help you increase your sales.
“If I were you…” When you use this phrase you are making too many assumptions. First off you are not the potential client; you do not have the same circumstances or anything along the lines. From you making this statement it puts you in a place of dictatorship and will lead the potential buyer to either say “I wanna think about it” “No” or “I want to look at other option”. To get past this incorrect saying the better option is “I can’t tell you what to do I can only advise you” this option is softer and gives your potential client control. By saying “if I were you” you take all the control away from the person who wants to hold it.
“No brainer” If there were a way to put this saying into the category of half insults it would fit perfectly. If you are persuading people your job is to lead them to a certain or specific choice that happens to be yours. This is another way to say “if you do not choose this option you are stupid” but what if that option is not the one that the potential client wants. Just delete this saying from your memory and that’s a no brainer.
“Probably” When buying a product and or service there is nothing worse than being told there is a possibility but it is an unknown possibility. When a salesperson says “I can probably do x” it really means I don’t care to help you out, or I have not looked into my product enough. There isn’t a definite answer of what can be done and what the word” probably” is used for normally is a lazy way to get out of doing something. The other alternate of this is “I think I can” which can be just as dangerous when used the wrong way. This isn’t to say that this phrase cannot be used but you will have to use your better judgment of how you use it.  The issue is when you use this statement as a question unless it is part of your persuasion process. This is one that you have to be careful with unless you are negotiating.
“and that price is negotiable” This is a saying that even veteran sales people use and it gets them in as much trouble as a newbie sales person. What it really says is the price that I gave you isn’t real if you the buyer doesn’t like it, even worse it discount what you have done or are about to do not just in monetary beliefs but also in the confidence the person has for you .  If you are influencing your potential client the right way you will not need to discuss discounts before the buyer or potential client asks. The best thing to do is to wait for the potential buyer to ask for the discount and then you can set the condition to it. If you are going to discount your price something has to be taken out from what the person or group is going to get.
“Obviously” can be a word that when used is taken wrong and can easily fall into the same category as basically. If you are asking the question ‘isn’t it obvious”? you are going to be in trouble. If it isn’t obvious you have done something wrong. This phrase is normally used when someone is in sales trouble somehow. This could be from a sales slump or a difficult person to work with. The saying is somewhere along the lines of fighting with a brother or sister on a road trip and a flat out insult.
As a salesperson your job is to build trust but when you do the wrong thing and do not know how to fix the issue it makes your job to influence more difficult. To increase your persuasive selling abilities takes time and effort, just knowing sales techniques is not enough. As a salesperson you must find a way to implement the sales strategies or tactics into your daily routine.
Sales rejection or having to overcome objections doesn’t always make you need a sales guru but it does create stress on your part. Remember to take your time and work through your sales process as it was designed. You will have to remember when you are in sales you are an entrepreneur and that means many times you will have to be creative.
For you to get better at sales you will have to:
  • · Take notes that are detailed
  • · Turn the notes into a process that can work for you
  • · Implement what you have learned (Knowing that at first everything is uncomfortable)
  • · Keep track of your numbers to watch your growth or to track sales cycles
  • · Remember to have fun and laugh more often
As always I would like to thank you in advance for your comments or questions.
Now go implement!

Sales training: Are you full of sales hype?

Increasing sales comes from confidence in your product or service
Sales training takes time to work

Did you follow what you learned in sales training?

Is your sales process all great hype or is what you sell and promise real? Have you had to go through what you promise to your clients to see if it actually gets delivered?

Have you ever taken the time to or even thought about:

  • · Calling your 24 hour number in the middle of the night to see if they answer
  • · Go through the on hold maze to see how long it takes to get a real person and see how you are treated
  • · Checked your auto responders to see how your information comes back
  • · Had a package of your product shipped to your home to see how long it takes from the time of the order and what type of condition the materials are in when they do arrive especially if you use a fulfillment center.

The question here is do you really deliver what you promise? Are you really doing what you promised? What ultimately leads to sales failure not just for you but also for a company is not delivering what was promised. In the age of Internet technology one bad service call, Internet order lot, bad product or any other thing that can go wrong you can have your company image ruined in a short period of time. Once someone types the information about your name or product into a search engine that remark or comment whether good or bad pops up.  You do not really have the chance to defend yourself or your company and now there is doubt.

Let’s say you get on a mailing list of a well-known sales trainer or sales guru and he has this nice sales letter that explains his new have to own product that will take you as a sales person to the next level because it has unknown sales secrets or sales tips. These sales tips can help you defeat and overcome sales objections increase sales, new sales techniques or even new sales strategies. Now sales people want all of this and it now becomes a must have sales item. Your persuasive sales abilities now are dependent upon the skills taught. If everything that is promised in the copy is then delivered you are building trust and a long term relationship as you should.

Now most sales cd sets or sales dvd sets are about $300 but this product has both and it $700. From the online copy or sales letter it reads great and creates all sort of desire to own the product and the feel of having to own it right now. You decide to order this have to own sales product and you wait. You wait for 5 days and nothing not a tracking number, not a follow up email saying hey the product is on the way, not anything but a link back to some blogs and some  mp3 downloads. Now it has been 7 days and nothing yet and now there is more frustration. This wait creates regret. As a buyer did I make a bad decision? Is this product really worth what I paid to get it? If this product was so have to own how come it isn’t here? If this product was so must have and it was $700 how come it wasn’t shipped 2nd or 3rd day air maybe even priority service?

You clients go through this process every time that they buy something from you. This regret gets compounded the longer that they have to wait and hold nothing. This leads to phone calls or emails from the buyer to the seller. Now what happens when the phone to the help desk isn’t answered? Is the new customer angry, does he or she have the right to be? Do they have the right to leave comments on the Internet about your product or service?

If this were you what would you do? Do you wait for the product and open it or do you give up and send it back?

What types of bad feelings would you end up holding when thinking of this product or service now?

  • · Anger
  • · Frustration
  • · Regret

These are all bad feelings to hold when owning and product and or service.

Persuasion in sales comes from trust
Increase sales with confidence and trust

Your job today is to figure out if what you are selling is just a bunch of persuasive hype or is it that you have learned how to influence people into buying or it is real.  Sales people worry about how to increase their sales but never worry about if they really deliver what they promise. Your sales reputation is on the line and your digital name must be kept as clean as possible. This keeping your name clean helps you not have to deal with instant online sales rejection or having to use over powering sales techniques.

What happens if what you thought was being delivered through service or products to your clients isn’t? Find out how the changes can be made. Some people never want to know the answers to these questions but in the end it is your sales reputation that is on the line. If all of these items do not match up you may just have to find somewhere else to work at the appropriate time or find a new vendor or fulfillment center to deliver your products. This can even include getting a new help desk. Remember if you are in sales you are essentially an entrepreneur and your future will count on your reputation. Sell the best and work for the best.

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

Now go implement!

Photo credits:Shhh by Arvind Balaraman, Man And Woman Linking Fingers by tungphoto