I'd like to start off the New Year with a fresh new look at sales.
While I'm sure all of you have received some type of sales training, I'm not so sure the training you received is applicable to today's consumer.
That's because most sales training focuses on how to sell, instead of creating an environment suitable to buying.
This idea is not new.
One of the great sales trainers, Jeffrey Gitomer, talks in depth about this in his book "The Little Red Book of Selling" and on his weekly email newsletter "Sales Caffeine."
Why is creating reasons to buy more important than selling?
The reasons people buy haven't changed in millennium. Necessity, desire, jealousy, greed, and philanthropy are just a few buying reasons.
The tactics for selling change more frequently than a traffic light at a busy intersection. Sales people must constantly evolve as consumers become aware of and adjust to these tactics.
To sum it up, no one likes to be sold. But everyone loves to buy!
So how does one create an environment where people want to buy?
It starts with a desire to change for the better.
If that's you, than read on!
Shed those old sales clichés such as "always be closing," "creating pain" and "it's a numbers game."
- Always Be Closing? Pressure makes people uncomfortable. And uncomfortable people don't buy, have buyer's remorse if they do buy and don't send referrals. Try offering a way out from the beginning so the prospect lets down their guard. Tell them it's OK if they don't buy today. Let them know you understand and you're here to help.
- Creating Pain? Don't we all have enough pain? How about asking questions to uncover the real reason your prospect is speaking with you in the first place. Were they unhappy with their last sales experience? Are they concerned about something in particular?
- It's a numbers game? Do you see your prospect as a number? Well than that's how they see you. Look at each meeting as an opportunity to help someone. While your service is not for everyone, your prospect knows people who need your service. So ask for referrals, even if they don't buy!
Finally, if insanity is doing the same thing over and over and expecting different results, than a traditional scripted sales pitch is insanity! That's because people are different, and will respond differently to the same sales pitch.
So rather than starting with a scripted sales pitch, try creating a structured game plan that's organic and can adjust when needed. Let it come from a place that will actually help your client.
The bottom line is that if you're sincere in your desire to help and you use the right tools to do so, you will be successful in 2009.
And people gravitate toward those who are successful.
Cordially,
