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

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

 

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

 

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

 

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

 

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

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

 

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

 

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

 

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

 

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

 

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

 

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

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

 

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

 

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

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo credit:

 

How to sell more: Stop price matching and discounts

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

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

 

Scott Sylvan Bell

 

Now go implement!

 

Photo credits:

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 or not to let sell

How to sell: There are some times where people who have been in the sales field have have not been able to perform should get out of the industry that they are in. In some instances it could be that the person is just not capable of selling in the industry or field and there are just some people who are not cut out for sales in general

 

Persuasive selling skills and abilities cannot be taught to everyone. There are some people who are not capable of learning or implementing how to sell. For these people sales should not be pursued at all and this type of salesperson can cause more harm than good:

 

  • ·         Confusion for your potential clients or existing clients
  • ·         Frustration for office staff or support people
  • ·         Difficulties with existing sales people who have to pick of the slack and also trying to help out someone who is not capable of being helped. 

 

Sales failure does exist and for some people it should happen. Not everyone is meant to be in the sales field or meant to last.  For those people it is best to get them out as fast as possible since it does put a strain on the internals of the company and production.

 

This is a difficult decision to make to let someone go but there are some people who think that they can make sales but do not have the ability or capability. Sure this salesperson could have sold some products in another industry but that does not always translate into making sales in the same industry that you are in.  

 

Some people can even sell you and get you to think that they can sell but actually can not. There will always be those people who can get past the first few interviews but in all realities they can not sell or perform the duties that are asked of them.

 

Now on the other end of the spectrum there are those who can be helped that may just need a few presentation tweaks or communication skill upgrades. For these aspiring sales people they can be worked with and their sales can be increased if they can be helped before full sales failure.

 

Many times this is caused by trying to peruse persuasive selling skills or techniques before the basics are learned.

 

Getting the salesperson on a regiment of role play or learning the necessary technical information is important to get past this point of sales disruption.

 

For a person who is new in sales it is important to keep them away from the person who is the bad seed of the negative person out in the sales group.

 

Change does take time and when working with a discouraged sales person it is best to explain that it takes some time to work with the sales issues that they are in the midst of.

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo credit

How to sell more by making people laugh

 

Learn how to sell more with humor
Having fun with a client can be a persusaive selling technique

How to sell: many times salespeople forget that they have a few things to do on their sales call and appointments. There could be a whole huge checklist of persuasive selling techniques to help influence others to their way of thinking to make more sales.

 

Sometimes the seriousness in the sales appointment makes the call in itself unbearable and lead to potetnial clients saying “no” or “I wanna think about it”. Making sure that the potential client or the people that are receiving your sales orientation or sales presentation are having a good time actually gives you a larger chance of closing the sale.

 

Just think back for a moment the last time that you have to buy a large ticket item and where you did not want to?

  • ·         Where you stressed out about it?
  • ·         Did you really want to purchase the item?
  • ·         Did the thought of sitting through a long appointment appeal to you in any way?
  • ·         Was it tough to choose brand or manufacturer?
  • ·         Did you want to have to worry if some salesperson was going to be called in to close on you, or even worse yet that they were going to be boring?

 

None of the previous specified items above sound like any fun, in fact many times potential clients or buyers will put off decisions just because they are scared about all of those reasons and then some. Those items could fall somewhere between going to the DMV or getting a root canal.

 

Increase your sales by having some fun with your cleints
Persuasive selling skills include having some fun!

 

Your new sales job if you choose to accept it is to make sure that the person or the people that you sit with have a good time and you make the appointment or the call as easy as possible for them.

 

Yes this sounds ridiculously easy, and yes it may be more work than it sounds like. When you go to those big adventure fun parks where a 16 oz. soda is 8 bucks, do you flinch or do you just say it’s part of the fun?

 

If it’s part of the fun, spending money is not only easy but it is fast.

 

Most people know that when they buy something it is going to cost them more than what they thought, they just dread the long boring presentation or sales overview and want it to end. This quick appointment is what leads them to go with your cheaper competitor because their attention span is short. Ok well that isn’t the only reason that they go with price alone, but that is for another day.

 

Getting the potential clients to laugh or have a good time with you does do some work in changing their emotional or physical state. It has been said that happy people are more optimistic and easier to sell and that is because they are not thinking of all of the bad things in fact they are thinking about all of the good things or how you remind them of a friend or relative. If you find yourself in this boat you can only lose the sale by being dumb. If they compare you to someone that they like you might as well be that person to them and they will just hand over money to you.

 

Persuasive sales abilities or techniques do not always include memorizing questions or stories sometimes they are as simple as making someone laugh.

 

 

There is a dark side or dangerous aspect of having some humor in a sales call and that is:

  • ·         Not all humor translates well to others
  • ·         Stay away from topics that could get you in trouble
  • ·         If you are too goofy the person or people will not trust you no matter how persuasive that you are, your will lose the abiltiy to persuade 

 

Just remember that influencing others does take some time and effort. Learning how other people think is a good ability to have along with being able to make people laugh when appropriate. Sales failure comes from you as a persuader or influencer not knowing the keys to get into someone’s mind and not having them say “I wanna think about it”.

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo Credit: Woman Covers Mouth With Hand by Ambro, Ferris Wheel Night by Photography by BJWOK

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

How to sell: Learn to walk away from potential clients

How to sell: Sometimes in the persuasive sales process there is a point of no return. The statement that the “customer is always right” is not very accurate. There are some people for the lack of better terms have no right being one of your clients because they will be a pain in your backside for the rest of their life.

 

Now this does go against everything that society has to say about customer service. A few years ago a major phone carrier decided that they were going to “fire” some of their clients and there was controversy because it was questioned if it were right or wrong.

 

It was the right thing to do, these people caused all sorts of problems that an average client would not think of.

 

So what does this have to do with sales and the persuasive selling process or even how to sell, you are about to find out.

 

As a salesperson it is your job to determine if the potential client is right for you and your company or organization. Even though the person has money and you can make a commission there are just some of those people that because of the way that they act do not have the ability to cover how much of a pain that they will be in the future. There is a definite cost of not just money but also emotions when it comes to difficult people.  

 

There is a certain and specific monetary value to the time that you have or do not have. The more that you make in income the more that you will realize that your time is limited and very valuable.  Dealing with people who are unreasonable or difficult will cost you money even if you make money from them.

 

The difficult or obnoxious type of client is actually perfect for your competition. It may be that the person or organization is:

  • ·         Cheap and doesn’t want to pay for your services or product
  • ·         Will always provide demanding problems and take you away from paying clients and want more of your time that really is not necessary
  • ·         Just does not fit into what you do for people or organizations
  • ·         Cant afford what you have to offer and then become a pain because they learn that they cant afford you, then want their money back
  • ·         Want free consulting from an expert

 

What you do or sell does not always fit for the people around you that may be a client. Some people may get upset with being selective about potential clients but it is something that has to be figured out.  Some people or groups just may not be able to afford what you have to offer or they have no way of paying for it. It is not a bad thing to let them know that you can do nothing for them.

 

Increase your sales by giving your compeitiion the bad clients
Persuasive selling skills may help you walk away from dangerous clients

 

Some people are just a pain in the rear no matter what you can do or how far you bend for them.

 

You may even have to be blunt and let people know that they are not the right fit for you. This person or group may get upset with you and it has nothing to do with your sales skills abilities or talents. Part of human nature is that people want to be able to reject you first. Your sales rejection may be a “no” or even an “I wanna think about it” but the person doesn’t want you to tell them “no”.

 

Being able to walk away from a sale is one of the hardest and most difficult things to do the first time. There is all sorts of anticipation in your head about if you are doing the right thing or not. Your heart beats, you may get flush, your mouth may get dry and you may even stumble on your words but in the end it is a skill that you must master along with persuasive selling skills and abilities.

 

There is a danger to you knowing that you can walk away from a sales call and that is you may start to judge your calls and instead of sticking it out and fighting through a call you decide to walk away. Hey not all sales are easy and if you feel that it is easier to walk away and say the person or group was a pain you may have just missed out on the opportunity to increase your persuasive sales talents. Some of the best “aha” moments in any business but especially sales come from just going one more round of questions or asking for the business one more time even if a new objection is thrown out at you.

 

How to increase your sales, give your competition the bad clients
How to sell more by being selective about clients

 

From here the best thing you can do is make a list of all of the real reasons why or if you should walk away from a potential client and their business. This list should be detailed and reviewed every so often. On the other hand you should also have a list of why you should do business with potential clients.

 

Persuasive sales skills and techniques are not always about making the sale, sometimes they come from knowing when you can walk away and make the next sale. This is not a form of sales failure it’s a chess move against your industry and competitors.

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo credit: Men In Firefighting Suit by Surachai, Hand Pushing Stop Button by tungphoto

How to sell more by owning your product or service

How to sell: Salespeople have many repetitive things to go through on a daily basis. Even with the best persuasive selling skills they get asked the same questions over and over again.

 

Some of these questions that the potential clients ask can get sales people in trouble. Sometimes the potential client isn’t telling the truth, may be shopping and never would consider doing business with the person they are sitting with and sometimes the person just wants to know what the salesperson is thinking or what they would do.

 

If you have been in sales for any period of time someone has asked you “which one do you use or own”?

 

In most instances the salesperson does not use or own the products or services that they sell. This puts the salesperson in the position where they have to lie about what they do.

 

If you are in sales do you use the product or service that you sell on a daily basis? 

 

This isn’t aimed at the salesperson who sells something that huge corporation’s use or that the salesperson cannot own. This is really aimed at the salesperson who gets asked by their clients “what one do you own or do you use”?

 

It only makes sense to own or possess what you sell. You do have the real ability to speak from your own experience and then you will have more belief in what you use.

 

If you do not do sales you would be surprised how many salespeople do not own or use the product that they sell.

 

How do you expect to have persuasive selling skills about a product that except for selling you have no experience with?

 

How do you think that you can effectively persuade others when you really don’t know for sure.

 

Have you ever bought a product only to find that the salesperson who helped you out didn’t even own what you have?

 

It does help you sell more when you have the ability to speak from your won point of reference.

 

Ok so you cant buy the product that you offer but if possible you can go out and do the same type of research that your clients and or potential clients have to go through. You may find that there are holes in the information that is given on websites or from the competitions presentations.

You can learn a ton from having to put yourself in other peoples shoes. If you are in a competitive industry you can learn how salespeople act, new lines that others use that may help you become more effective at your own job or even things that you would not do with your own perspective clients.

 

Some top salespeople feel that they should know everything about their industry and what they can do to get better. Some mediocre salespeople do whatever they can just to get along or they do the bare minimum to get a sale.

 

The more that you know about your industry and how things are sold the more power or sales leverage you have to persuade others to your way of thinking. Persuasive sales skills and techniques are only as good as the person who has learned how to use them to their own benefit.

 

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: Believe in your product or service

How to sell: One of the normal issues that salespeople have is something that stops them from reaching their sales potential. It does not matter their sales skills or their ability to overcome objections there are just some salespeople born with a plague that eventually hurts them.

 

It may seem strange that a salesperson would not think that what they have to offer is worth what they are charging but it does happen quite often. For some strange reason salespeople feel that they are charging too much for the service or the product that they offer.

 

For some salespeople the feeling that the product or service is just too much may possibly mean that they are in the wrong line or service. Many times salespeople will sell how they buy and this does create a problem or challenge. This may even mean that they should not be in sales.

 

In some instances sales people will discount the product to feel better about what they sell to get it closer to the competitors prices. This doesn’t do well for their sales or for the company that they work. This also means that they as a salesperson do not believe in what they do.

 

You are right this doesn’t make any sense that a salesperson would not believe in the service or the product that they sell.

 

One of the things that will help you is to write down:

  • ·         All of the reasons why you work were you do
  • ·         What your company really does differently than what the competition sells.
  • ·         Why people should buy from you

 

Every sales person has a down day and it doesn’t matter the industry or even the product or service that they sell.

 

There are so many reasons that sales people fail and not recognizing what they do or what they sell is one of them.

 

Another offshoot of this destructive selling process or spiral to sales failure happens when the salesperson pushes what they would buy instead of helping their potential client with what they really need. This salesperson may think that they are helping out sometimes by just selling whatever product is the least amount. This keeps their sales up on paper but in all realities they are just spinning their wheels.

 

This period may be the breaking point for a salesperson and hopefully they can find a person or a coach that is willing to teach them how to sell with persuasive selling skills or techniques. If you are in a sales situation and the above describes you, there is still time to fix your sales failure problems it just takes time and it is not an immediate process.

Whatever you do sell has a value to it and so does what you know. Sales slumps are like the seasons they come and go.

 

Just remember to take your time and slow down, typically when salespeople hit a slump they speed up.

 

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

 

Now go implement!

 

Scott Sylvan Bell

 

Photo Credit: