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Resistance Training for Sales People
What was the quickest rejection you ever got? 2 minutes into your call? 1 minute? 15 seconds, 3 seconds? Resistance comes in many forms in sales. Buyers may resist from the beginning of the presentation to the very end. And yet by using some simple steps we can reduce this resistance to increase our sales performance. Here's an analogy: many people exercise using resistance training. It's good for you. Encountering resistance during the sales process can also be good for you. It lets you work your sales muscles, enabling you to become a stronger sales person. Too much resistance may not help you achieve your goals, though. Plan for resistance in advance and you can help eliminate or reduce it. Create a planned presentation that takes into account, step by step, all concerns and objectives your prospects may have. Look at every point in the sales process. Examine them and look for ways to make it easy for a prospect to say "yes" to you. Here, then, are 12 steps to decrease resistance and increase sales: 1. Sound confident. Your voice gives you away. Your voice is an emotional barometer. If you are not comfortable, your prospects will hear it in your voice. There's a hesitancy, a slight stutter or stumble when we're not confident. Your confidence will give your prospects confidence to do business with you. 2. Rehearse names beforehand. Nothing says I don't know you faster than a fumbled name. 3. Do your homework. The number one complaint buyers have about sales people is that they don't know enough about the targeted buyer or even their own products. There are lots of ways to research. Check the company's website, look at their printed materials, and do a "google" search. Finally, don't forget to ask questions during your sales call. 4. Phase your words positively. There's a big difference between saying "If you order an additional 25 I can drop the price to ___" and "You don't need another 25, do you?" Drop the words "no" and "not" from your vocabulary. There's no need to suggest a negative. 5. Listen. People will tell you everything and more if you let them. Listen actively and objectively. Focus on what is being said as well as what is not being said. If you are on the phone, don't multi-task. Multi-tasking is the enemy of good listening. 6. Ask questions to discern needs. Use open ended questions to generate information. Open ended questions start with words like who, what, where, when, which, why, and how. Use closed ended questions when you need to get "yes" or "no". Closed ended questions start with word such as: is, are, can, may, have, and do. 7. Listen some more. See #5 8. Propose solutions based on buyer needs. If you've listened, this should be easy. If it's not easy, there may not be a good fit between your product and your prospect. If you are looking for a long term relationship, sell only to needs. You'll make more sales in the long run. 9. Keep listeing. Notice the pattern here. Remember, the seller should always talk less than 50% of the conversation. 10. Ask for agreement. How often have you spoken with a salesperson who doesn't come to the point and ask for the order? Make sure that's not you. Don't forget to ask for agreement in order to close the sale. When you ask for agreement, the "yes" from the buyer closes your sale. A "no" says you've more work to do. 11. Follow up. You'll close as many sales on the 8th try as on the 1st. It's been said that the fortune is in the follow up. 12. A positive attitude. If you think you can, you will. It's a simple tool but it works. If you think in terms of decreasing resistance, if you build it right into your presentation, you'll find it easier to get "yes's". Jo Ann Kirby is president of KRG Communications Group. Her experience includes many years in inside sales/management and an extensive background in training and development. Known throughout her career as a coach and motivator of sales people, Jo Ann has worked with a wide variety of sales positions in different industries. Find out more at http://www.krgcommunications.com
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Coaching Got Sales Objections? Wheres Your Value? A sales manager who reads this newsletter regularly suggested the topic for this issue. "I read your news letter weekly, and would like to see some information, or suggestions that deal with overcoming sales objections, such as cost, and 'no time right now.' Thank you and I look forward to further readings in the future." The 12 Dumbest Things Salespeople Do We all make mistakes and some salespeople seem to make a lot of them. What scares the vinegar out of me is that most salespeople keep making the same mistakes over and over again. Now in my book - that's just plain STUPID! Sales Skills for the Non Sales Professional Have you ever wondered how in the heck you are going to do it? You are a lawyer who wants to make partner, an accountant, an engineer or other professional and part of your business plan is that you have to attract business customers? You've always detested selling, and you can't see yourself doing it! As a matter of fact, sales people are a HUGE turn off to you!!! Closing The Sale So -- you've just gotten off of the phone with a potential client. You've explained what you do and how you can help them -- and they still did not end up hiring you. Where did you go wrong? You are EXPERIENCED, you are professional -- and yet you seem to have a hard time turning those leads into paying clients. Perhaps you are approaching the situation from the wrong perspective. Maybe you are focusing too much on the sale and not enough on the potential for a RELATIONSHIP with this person. Whats Your Sales Training Goal - Exposure or Behavioral Change? When your company invests in sales training, what is the expected outcome? Is it a change in how your salespeople perform their daily activities - in other words, a change in behavior? Pressure Washer Business; Cleaning Composite Decks There is a new trend in the way wood decks are constructed; composite decks and railings. Recently had the opportunity to go on a bidding job with a deck cleaning contractor to bid on cleaning and treating a large deck. When we got there we found out the deck was not made of wood at all; it was made of composite. There was nothing to treat unless of course you want a spray with armor all. It did clean rather nicely kind of like washing a plastic fence. The new trend in composite railings has come about because the final railings do a better job facing down the elements and therefore owners and contractors often decide to put in the composite railings even though there are slightly more expensive because they look great for much longer. Make Your Prospects Speak You've probably heard people speaking about someone that he was born a salesperson. You might think that talent and native skills are all what you need to succeed in sales. In spite of what most people believe, selling is a science. Native abilities can help you to feel more comfortable in salesman position, but first comes learning. You have to build and permanently grow your knowledge and techniques. It's not just about putting up a web site, or using a replicated web site and promoting it to free classified ad sites and FFA pages. It is not just about learning by heart your product and telling to your customers all what you know. The most important part of sales science is to listen. A serious prospect is one who is interested to get what he needs. By the consequence, having some questions or concerns related to your product, he is really interested to find out if your product fits his needs. He will come to you to tell about his questions and concerns. Be prepared to welcome him in silence, selling is not about talking, it is firstly about listening. Pay attention to his questions or concerns. What are his likes and dislikes? Is he motivated by your product price or he perceives the value ? How your product fits his desire for status ? Listen to him is like listen to your market. When is your turn don't start answering, better ask what he means by every question. Make him speak and listen what key words he uses for explanations. Tailor your answer based on the information you gather and be prepared to reply using these key words to emphasize the image of your product. This technique requires effort and practice to be able to leverage its full potential, so take the time to study and practice it. Make your prospects speak and their concerns will do all selling work for you. Grrr! Why Arent I Making SALES?! Selling online can be very difficult, more difficult than in the 3D world because you do not get any personal contact with your customer. People cannot just browse like they do in a store, they cannot offer feedback, and it is hard to build and maintain trust throughout the entire online sales process. What compounds this difficulty is the fact that most online marketers have absolutely no experience in the field of advertising and sales. Growing Sales Through Creating Connections Your mission as a business owner is to develop a marketing strategy which offers your potential clients/customers a way to improve their situation in a certain way, solve a problem, provide more value, or open new opportunities for them which will motivate them to pick up the phone and buy from you. This requires that the focus of your marketing plan be placed on your customer - NOT ON YOU! Taken from The 90 Day Marketing Marathon Blunders from A to Z these ten powerful tools will support you in creating meaningful connections with your clients/customers and providing real time solutions to their challenges of the today. Maximize Sales and Minimize Returns with Learning Styles In the day-to-day operation of an online business we can sometimes lose sight of what we want to achieve as opposed to how we actually go about achieving it. For us to achieve our goals of financial independence and time freedom we need to have customers. Most peoples understanding of customer acquistion stops at this point. Woo the Buyers Limbic Mind or All Your Sales Efforts are Wasted If you've driven yourself crazy trying to figure out why so many customers get away, relax. You can't figure it out because... It's not logical. The impulse that makes people buy from one business instead of another is no more logical than the baying of an elk's mating call. In fact, it works exactly the same way, through the limbic system. Sales Discipline: Five Steps To Recover From A Lost Sale Ever lost a sale? Of course you have, we all have. The difference between the average salesperson and the great salesperson is how quickly you recover from the lost sale. When you lose a sale that you thought you should have won, it is often tempting to take it personally and to become negative. If you give in and allow the lost sale to affect your attitude, then you will be allowing the lost sale to affect your future sales presentations and therefore affect your future sales. Are You Missing Out On Sales Through Fear of Pain? Improve the Persuasive Power of Your Words! Education plus Motivation is a powerful formula. But how do you ensure the motivation level in your prospective customers or yourself, for that matter, is really as high as it could be? Easy. You make sure to build pain into your motivation strategy. Our basic survival instincts mean that given a choice between finding pleasure or avoiding pain - we'll usually opt to avoid pain. Body Language, Five Key Ingredients When making your living in the sales industry, and working with people, it is important to not only get your point across verbally, but you want to allow for your body language to send a clear message as well. The Choice between Yes and Yes: A Psychological Revelation Three year old Kara was throwing a tantrum. She did not want to go to bed, of that she was certain. 22 Closes For Real Estate Agents To Make The Sale All closes are not created equal. Top producers realize every homeowner has specific needs and every situation demands its own close. While you may have found a close that works better for you than others, it shouldn't deter you from using a variety of closes depending on the situation. By learning the 22 trial closes, you'll stand a better chance of getting more listings. Knowing how to close many different ways will enhance your success. Cross-selling for Increased Sales, Profits, and Customer Satisfaction Cross-selling - the art of selling for non-salespeople Eliminating Objections to Increase Sales You want to increase the flow of sales revenue, but you are stymied by prospects' seemingly endless objections. Prospects say they're not interested. They tell you your price is too high, or this isn't the right time. You've heard all the objections. What can you do to get rid of these once and for all? Sales and the City It's all about relationships! The Myth of the Natural Born Sales Wonder When I researched the field of using personality inventories to determine future sales success potential, I found the following flaws in their application and interpretation:
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