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Are You Risking The Relationship for the Sale -- And Then Losing the Sale Anyway?
Losing a sale can be disheartening, especially if you lose it for reasons you aren't even aware of. Traditional selling approaches tell us that sales are usually lost because of some element -- price, features, benefits -- having to do with our product or service. So, when we sell, we naturally focus on what we're selling because we feel we have to differentiate our product or service so prospects understand what we're offering that's unique. But...what if focusing all your energy on WHAT you are selling is actually the main reason WHY you are losing sales? "Not possible!" you say. No? Let's hear, in my client Ryan's own words, what happened to him. His story will help you realize why you may be losing sales without really understanding why. =================================================== From: Ryan Subject: Unlock My Brain Hi, Ari, It's been a while since we've been in touch, and I'm sure you were frustrated working with me because I was so engrained in traditional sales thinking. I have to admit that it has taken me quite some time to shift my selling mindset. I just wanted to let you know that I've finally unlocked my brain -- and consequently the game! Here's what happened. Recently, my VP of sales strongly "suggested" that I push for a close with the largest account that my company had seen. We were all anxious for them to make a decision, but I knew that they needed to reach a few more milestones in their own processes first. I tried to convey this to my VP, but the suggestion became a demand, and we proceeded down "our" path of techniques and whatnot to convince them to go with us. Of course, I had the VP on every call after this. At the end of the day, they decided to go with someone else. When I asked them for feedback, I got a real wake-up call. They said that at first they felt as if I really understood their processes and problems. Our prices were a little higher than our competition, but what stood out was my approach to understanding them and not pushing the sale. They felt as if I really had their best interests in mind, so they heard me out. But when I started to push for the close, they saw that I was just like everyone else who sells, so they had to make their decision based on price, instead of on the value of our relationship. The relationship, and consequently the sale -- which I invested many hours developing-- died the moment I put on the pressure. By using traditional sales techniques, I wound up sacrificing the relationship and the sale. This experience was what I needed to unlock my brain and realize the impact of traditional selling techniques on prospects (or should I say, "people"). I finally feel as if I've found the missing ingredients that make selling a natural, productive experience that will actually bring me sales instead of losing them. Warmest Regards, Ryan =================================================== Ryan's story points to a very important lesson: if you don't have an approach that is a perfect balance of nonaggression and effective penetration of your prospect's core needs, you'll end up asking yourself time after time, "Why am I losing sales, and why has selling become so painful?" You can risk the relationship and lose the sale, but with a different sales mindset, you don't risk anything at all -- because you can preserve the relationship, and make the sale. With a Masters Degree in Instructional Design and over a decade of experience creating breakthrough sales strategies for global companies such as UPS and QUALCOMM, Ari Galper discovered the missing link that people who sell have been seeking for years. His profound discovery of shifting one's mindset to a place of complete integrity, based on new words and phrases grounded in sincerity, has earned him distinction as the world's leading authority on how to build trust in the world of selling. Leading companies such as Gateway, Clear Channel Communications, Brother International and Fidelity National Mortgage have called on Ari to keep them on the leading edge of sales performance. Visit http://www.unlockthegame.com to get his free sales training lessons.
Mr. Fantastic, LLC Announces Sales Training and Motivation Tele ... - Newswire Today (press release)
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Coaching Better Listening Skills = More Sales Today's business environment is intrinsically tied together by ongoing information exchanges between two people. This personal communication is most often facilitated by the spoken word. Understanding this information, as it flows within a dialogue between two people is fundamental to improving one's selling effectiveness. The Processionary Caterpillar Syndrome Costs You Sales? Some years ago I read and interesting story that illustrated why many of the sales and service industry professionals that invest their time and money in my personal telephone coaching sessions ( http://www.TheSellingEdge.com/personalCoaching.htm ) have until the coaching sessions have failed to move beyond an intellectual understanding of sound selling principles. Do you have the processionary caterpillar syndrome? How to Sell a Feeling To be totally in tune with the needs of your customers or prospective customers you have to listen to them. Listen to them it sounds easy enough to do but not everybody gets it right. What you must always bear in mind when you are selling something is that you are not selling an item or object you are selling a feeling. Selling Yourself - Its Not About You I recently found myself suffering from a lousy cold; all the coughing, snuffling and sneezing symptoms which send other people running for cover. Sales Training - What Is a Disguised Implied Need? Have you ever been in the position where you are getting, what you think to be, close to concluding the deal only to find your client comes up with objections? A Simple Sales Strategy: Talk to Yourself! You are about to speak to a potential client, go to a networking meeting or give a presentation. What should you be saying to yourself in those few minutes beforehand? If you spend that time saying what I propose below, you will effortlessly and naturally become very attractive to your potential clients. This approach is very powerful, I promise you. The Art And Science of Closing - How To Close More Sales Right Now One of the questions I often get asked as a sales coach by sales people and business owners alike is, "How do I close sales better? What closing techniques would you recommend?" 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." Sales 101: Asking for the Order "Ask, and you shall receive", a biblical principal that offers some of the best sales advice for beginning salespeople and experienced sales professionals alike. The best sales presentation imaginable generally will not yield the desired results unless the salesperson asks for the business. Top 5 Low Cost Ways To Get More Sales Leads And Sell More Without Cold Calling Cold calling may now be outdated. People have become defensive to cold calls and not many respond to them anymore. Cold calling is now about rejection, getting rejected call after call until many salespeople, especially B2B salespeople, just get fed up and quit. There are other methods of generating business leads without cold calling, and many of them inexpensive and not too time consuming. Unleash Your Inner Sales Superstar & Win More Business Right Now! It's a rainy afternoon on a typical mid week afternoon and the telesales team isn't firing on all cylinders. Cedric really isn't pulling his weight at all. He's been pushing papers around his desk for most of the afternoon and is having a miserable time. His sales figures are below target, his call statistics are below average and he knows that winning the lottery is as likely as him turning it around before the end of the month. John the sales manager also knows that Cedric isn't performing and decides to run a coaching session with him to try and sort things out. So far so good. How To Attract Buyers Using The Right Sales Terminology It is always important that you use the right terms when marketing your product to potential buyers. The right terminology may mean increased enquiries for your product and possibly more sales. 5 Small Steps To Ultimate Sales Success "Selling worth doing is worth doing badly at first!" ~ Gavin Ingham, 2002 Anticipating the Audiences Reaction Obviously, you can not know all of the things that will set off an individual person. But you can know and base your actions on far more specific information about them than you probably now are using. Even if the reaction of the audience cannot be known, try not to do anything that will directly cause him to react negatively based on what you know to be generally true. The Art of Backend Selling The art of backend selling Effective Account Management Congratulations! You successfully sold one or more of your company's products or services to a business unit, department, or division of a large organization. Now your manager has tasked you with "account management". If you are not already familiar with account management, you are probably asking yourself the following questions: What is "Account Management"? What skills and talents are required to excel in Account Management? What activities must be performed to maximize Account Management ROI? Providing answers to these questions is the focus of this article. Reaching Goals in Direct Sales From surveys and experience, we've noticed many setting excellent goals for their business. We've also noticed that while the goals being set are good, the results aren't. Around 90% of those in Direct Sales do SET goals, but never reach them. 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. Sales As A Positive Experience No matter what your age or stage in life, some words come with preconceived meaning. "Sales" is one of them. For most people, it means being put in a position to have to buy something you don't want at a price you can't afford. Therefore, how do you conduct a critical element of the small business marketing process without incurring the negative impact of the word "sales"? Boost Your Selling Power With Your Call-To-Action Phrases Look at your marketing material. Now, is there something missing? If you are missing a phrase or paragraph requesting your customer's business, your copy is lacking an essential component. You can't assume that your customers will know why they should act, how they should, or when they should act.
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