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Do You Have to Be Aggressive to Make Sales?
A few weeks ago I was onsite at a company that had hired me to train their sales team on how to stop using traditional selling and start using the Unlock The Game? sales approach. After one coaching session, one member of the sales team came up to me and said, "Ari, your approach makes complete sense -- but I'm afraid I'll lose sales if I stop being aggressive and start being passive!" Whenever I hear a comment like that, I want to scream, because it means that the person just doesn't yet understand that removing pressure from the sales process doesn't mean being passive! But...I did not scream. I took a deep breath and then explained that Unlock The Game? is the reverse of passive. Rather, it's an active attempt to create pressure-free conversations with prospects. However, to do that we must eliminate behaviors and language that prospects can perceive as "aggressive." We all know what these are -- continual e-mail and voicemail "followups" in which salespeople try to pin down the status of a potential deal -- is one common example. The problem is that prospects react to aggressive, or perhaps we should say "overaggressive" sales behaviors by withdrawing and evading us. We could say that Unlock The Game? actually takes the "middle ground" between passive and aggressive by being authentically unassuming, yet effective - and that this is the most stress-free and effective way to sell. What do I mean? I mean that you have to shift away from assuming that every prospect is a fit for your solution. It's sort of like the legal concept of "being innocent until proven guilty." We can't afford to make any assumptions about "fit" until our conversation with the prospect indicates that we've mutually arrived at that conclusion. The aggressiveness that turns off prospects sets in when you assume, every time you pick up the phone, that you have a solution for them. Your tone of voice and language gives them that message long before they've even had a chance to agree that they have a problem you might be able to help them solve. But if you can manage to find that middle ground of not assuming anything while also communicating in a low-key, unassuming manner, you'll discover a whole new effectiveness you could never have imagined. Can prospects sense when you are assuming too much? Sure they can -- because most of us have been conditioned to present or talk about our solution as a way to engage prospects so they'll reveal their problems to us. But that logic is completely flawed, because when you launch into your solution to someone who doesn't trust you yet, all you do is allow them to pigeonhole you as a stereotyped "salesperson." So how do you make this concept of being unassuming but effective a reality? First, learn to start conversations by focusing 100 percent on generating discussions around prospects' problems, rather than pitching your solution the second you hear an opening. Second, learn to begin those conversations by converting the benefits of your solution into problems that your solution can solve. Third, after you and your prospects have identified a problem or problems, you can then engage in a discussion about whether fixing those problems is a priority. It's only at that point that prospects have finally given you implicit permission to share your solution with them. Jumping in with solutions prematurely will only land you back in the trap of being perceived as "aggressive." 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.
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Coaching What Does It Take To WIN A Sale? What to do when you win or lose. Do You Fold Like A Taco? Have you ever eaten a soft taco? The shell isn't hard - it is soft - and folds over really easily. They are delicious! In business, however, I see too many people fold like a taco when they are negotiating with a customer. Increasing Your Sales FASTER -- Dealing with Ill Think It Over. Do you frequently hear that from a prospect? A Stupid Question This is a stupid question but it has to be asked. Do You Have to Be Aggressive to Make Sales? A few weeks ago I was onsite at a company that had hired me to train their sales team on how to stop using traditional selling and start using the Unlock The Game? sales approach. How To Improve Your Sales Skills One of the biggest problems for many business owners is the ability to overcome objections. In fact, for many, this skill could be the difference between succeeding and going back to being an employee. Since none of us want to do that, we need to hone our sales writing skills and our in person skills. This article will discuss the in person skills. How to Make Training and Development a Power Agent for Change Does this sound familiar? With high expectations, you sent your employees or yourself to a training or personal development program. Six weeks later you are not sure if it was worth the investment. What went wrong? How to Use Humor to Increase Sales Using cartoons can help brand your marketing and drive home important messages. Although surprisingly inexpensive to acquire, humor can be one of your most powerful marketing tools. Why Salespeople Fail Since 1990 I have focused on the three primary barriers which affect the performance of salespeople:- Sales Performance and Motivation: How to Get Your Edge Back Performance and motivation are like chocolate & peanut butter; the combination is better than either one alone. Motivation feeds successful sales performance, which in turn generates increased motivation, which encourages performance, and so goes the synergism of our days. Until one day... How To Give Your Sales Job A Strategic Tune-up In happens every year in June. You Dont Love Your Kids if You Dont . . . "You don't love your kids if you don't buy my vacuum cleaner." The salesman looked me right in the eye and did not even flinch. He was sure he was going to get the sale. I was a caring Mom, of course I'd buy his vacuum. Why ALL Sales Decisions Are Based On Emotion - Heres The Proof! Have you ever gone into a newsagent, picked up a magazine and flicked through the pages for a while, read the index, read some of the pages in the magazine? 10 Boundless Ways To Anchor Down More Sales 1. Multiply your marketing and advertising efforts on the Internet. You can accomplish this by starting an affiliate program or using viral marketing. Win More Sales With a 5-Step Sales Process Facilitating the buying process can be very straightforward and fairly uncomplicated. Yet most professionals have no idea what it takes to guide a potential client through a decision making process. They are completely lost when it comes to effective follow-up and unsure how to best get prospects to take the "next step". Change Takes Time I am writing this at the Philadelphia Airport on my way back from meeting with one of my clients. Three weeks ago, we offered a training program for their staff in basic selling skills. She reported that they saw an immediate increase in sales after the program. Since these are all telemarketers, she listened in on their calls to see what had changed. To her pleasure they were asking good, open-ended questions. They were taking time to listen to the client's responses and using their comments to match them with the right product. They were even closing right at the correct time. She was thrilled. Successful Sales People Know Which Differentiators Matter Know where to focus. Not everyone evaluates product solutions with the same decision criteria. Four Ways To Increase Your Sales Fast... In 2-4 Weeks? You built a very good web site... Increase Your Sales With an Incredible Offer What are you selling? Is the Sales Funnel Dead? Think about it. If only it was as easy as "filling a funnel" and having sales fall through the other end. I can make 200 calls a day, but who are they to and what am I doing? Just pounding phone lines and telling the company story isn't selling. Or better yet, when I get the check (the bottom of the funnel) what about implementation or customer service?
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