SuccessCo

Sales and the Art of Listening

Hearing and listening are not the same – Hearing means that your ears are functioning. Listening means that you are paying attention. No one ever listened themselves out of a sale.

Check your emotions and personal opinions at the door – Focus on the prospects views and opinions, however disagreeable they may be. Respectfully ask for the reasons behind their statements with questions to clarify such as;

Can you tell me about that in more detail?
How would you describe that to someone outside of your industry?
Would you help me understand that a bit better?
What do you mean?
Why do you fell that way?
Why do you word it that way?
Can you give me an example?
What do you think/feel?
Please help me to better understand?

Only when you know their rationale can you hope to guide them to choosing your product or service.

-Jim

© 2008 SuccessCo.com

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Tips for Sales Success

Talk about the money very matter of factly and casual.  It is the only one detail to be handled in order to start the prospect receiving the benefits of your product or service.

Realize that negative input from your prospect such as “the price is to high” is a smokescreen that actually means, “you have not shown me the particular benefit that appeals to me”.

If your presentation routinely flounders on the point of price, accept the fact that the price is NOT the problem. Be willing to analyze your whole presentation to get the results you want.

Never pause your sentence after you mention the cost, As this only emphasizes the dollar amount not the value. Continue to mention the convenience of delivery, product features or other benefits of the product or service.

-Jim

© 2008 SuccessCo

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Taming the Fear of Cold Calls

To feel more calm when making cold calls or before an important meeting, breath in deeply and exhale slowly 3 or 4 times before beginning. You'll feel more in control of your voice, which will help you sound more confident and authoritative to your listener. When you feel calm you are better able to listen to your prospect.

If you feel like you are talking to fast or can't catch your breath during a conversation, take a deep breath. By calming your voice the prospect may perceive you as more confidant and a more credible resource about your topic.

SMILE when you pick up the phone. That good attitude is translated to your voice.

Action is good. Action that makes you money is better. Ask yourself the question, "Is what I'm doing going to result in new revenue?"

Remember...have fun!!!

© 2008 SuccessCo

Sales Techniques to Counter Early Objections

Techniques to Counter Early Objections

* I just need 5 minutes of your time, and you can judge for yourself whether or not the ___________ is for you.

* I just need a couple minutes of your time to tell you what advantages that our ___________ are taking advantage of.

* This is very important, if I may just have a few moments of your time?

* This is important, and I promise not to take more than a couple minutes of your time.(Be sure to keep your promise, unless they give you permission to proceed)

-Jim

© 2008 SuccessCo

The Secret to getting out of a Sales Slump

I am a firm believer that a ‘sales slump’ is nothing more than a state of mind that begins by consciously or unconsciously thinking about it. This is why professional athletes don’t talk about it or quickly change the subject when the question is raised.

If you understand the law of attraction, you know firsthand that you will be drawn to what it is you think about and focus on. Therefore, by dwelling on ‘why you are not selling’ up to par, you are destined to make that your reality.

My recommendation for getting out of a sales slump – the second the though of being in one enters your mind, force it from your thoughts as quickly as possible. Absorb yourself with positive reinforcements such as a good business book, audio or truly professional people. (Run like hell from other sales people that will enable doubts and uncertainty – you don’t need empathy, you need to change the subject)

Rather than spend a lot of time writing about ‘sales slumps' on this blog, I will defer those that absolutely must read more to SalesSlump.com

-Jim

© 2008 SuccessCo.com

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Overcoming Sales Objections

An objection is a stated reason that the prospect is, for the time being, closed to your proposition.  The only way to allow them to change their mind, is to let them do so without *losing face.

When you meet an objection, don’t become defensive and emotionally involved. Your goal is to convince the prospect, not win an argument.

Quote: A man convinced against his will is of the same opinion still.
-Author unknown

*You must employ techniques that allow them to change their minds with respect, without losing face. They need to feel good about reversing their position. Here are some of those techniques. . .

Empathy – not sympathy
Present new facts
Important “others” who have changed their mind
Feel – felt – found
Reverse psychology techniques

-Jim

© 2008 SuccessCo.com

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Caution ahead - A sales Question Best "Not Asked"

Be careful when asking the question “Are you familiar with  (Your company name here)?”

If the prospect says no, you spent the next several minutes explaining something they never asked you about to begin with. If the prospect says yes, their “perceived” knowledge is usually based on a misconception that turns into their reason not to purchase, buy or join.

-Jim

© 2008 SuccessCo.com

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How Do Others Perceive You?

If everyone you spoke with or have contact with today were to be interviewed and asked about you – what would they say? Which of these words below would they use to describe you?

Confident – hesitant – unsure – assumptive – warm & friendly – proud – arrogant – certain – a peer – salesperson – consultant – dynamic – well informed – concerned - Passionate - Phony

Create your perception of you!

-Jim

© 2008 SuccessCo.com

Falling in Love with Sales Objections

For many years I have been producing a newsletter for Chamber of Commerce development professionals. One of the regular columns in this weekly newsletter is called, "I Love Objections".

I love objections . . . What exactly does this heading mean?

Well, I’ll explain.

With an objection being a question or concern in the mind of the prospect, it allows us the ability to address the question or concern, thus removing it as an obstacle. A put off, on the other hand, is nothing more than a smokescreen hiding that very same question or concern and preventing us from removing it as a barrier to gaining a new member or a sale. So, with an objection bringing us one step closer to our objective, it is far more desirable than a put off. Here is an excerpt from “You can’t teach a kid to ride a bike at a seminar” written by David Sandler that helps to bring this into prospective.

“You want to avoid the “I want to think it over” answer because there’s nothing worse in sales. What does it mean?  When you begin to critique yourself, what do you say? What happened in the sales call? Where do I stand? Could I have closed the sale with a little more persistence? Should I have done this, or that? The sad thing is that most salespeople are satisfied to hear an “I want to think it over.” It gives them a false sense of security. Always go for a “yes” or a “no”.”

The next time a prospect gives you an objection, think to yourself,  “I love objections!” as it will take you one step closer to your goal, and remember, most prospects will raise at least two objections before joining or making a purchase.

When prospects offer you a put off, think to yourself, “My objective is an objection”, and avoid wasting the prospects valuable time and yours.

-Jim
© 2008 SuccessCo.com

Act in spite of your moods

“I don’t ‘feel’ like it”, is a common chant we often say to ourselves or to others when we’re tired, not in the mood, or simply procrastinating. No doubt feelings are important and need to be acknowledged, yet at the same time, they often prevent us from taking the action we need to take, at the time we need to take it. Consequently, in the end, because we didn’t do what we needed to do, we tend to feel worse.

It takes courage to act regardless of your current mood. It’s easy to succumb to your feelings. But remember, your feelings come from your thoughts, and you have the power to change your thoughts. When you change your thoughts, you will change the way you feel. Instead of focusing on how you’re not in the mood, focus on the benefit of completing whatever needs to get done. Focus on how you’ll feel when you’re finished and how proud you’ll be of yourself for acting in spite of not being in the perfect mood.
Utilize the “law of momentum” which states that, “A body at rest tends to remain at rest while a body in motion tends to remain in motion”. In short, get into motion! Remember, moods are a product of the “mind”. The trick is simple: don’t think, just do it! Train yourself to “get started” even if you’re not in the mood. Moods tend to quickly dissipate once you’re in action.

Whenever you don’t “feel” like it, check in with your current thoughts. What are you thinking that is resulting in this feeling? Then simply change your thoughts. Remember, action generally comes from your higher self, the part of you that is for growth and expansion. Inaction generally comes from your protective mind, the part of you that tries to keep you stuck in your comfort zone. When you act in spite of your mood, you are choosing to manage and control your mind instead of letting it control you!
So the next time you’re not feeling “in the mood”, either change your thinking or simply say to your mind, “thank you for sharing”. Then focus on only taking the very first step to get started, then take another, and another. One step at a time until the law of momentum kicks in. By then, chances are you’ll forget all about not being “in the mood”, and will be well on your way to completing whatever it was you needed to do...and feeling great about it!

Author - T. Harv Eker