Salespeople are different based on their values. Salespeople are different based on their values. A higher order value always takes precedence over a lower order value. If you place one value higher than another, and you have to choose between doing one thing or doing another, you will always select the action that is consistent with your higher value. Once you are clear about your order of values, decision making becomes much easier. What Are Your Real Values? How can you determine what your values really are? Simple. Just observe your behaviors, especially the things you do when you are under pressure. Your values are always expressed in your actions. It is not what you say, or wish, or hope,… Read more
One particular self-image possessed by high-achieving salespeople is that they see themselves as consultants rather than as salespersons. View Yourself As A Consultant One particular self-image possessed by high-achieving salespeople is that they see themselves as consultants rather than as salespersons. They see themselves as problem solvers with their products or services rather than as vendors looking for someone who will trade them money for what they have to offer. Approach Them As Clients They do not approach their customers with hat in hand, hoping for a sale. They approach their “clients” with the attitude that they are consultants calling on the prospect to help him or her solve a problem or achieve a goal. Ask Questions and Listen Carefully… Read more
Closed-ended questions allow you to get definite answers and move toward closing the sale. Start Sentences With Verbs Closed-ended questions allow you to get definite answers and move toward closing the sale. Closed ended questions start with verbs, such as “Are,” “Will,” “Is,” “Have,” “Did,” and even contractions such as “Aren’t,” “Didn’t,” and “Won’t.” This is often called a convergent question. It brings conversation gradually to a convergence on a single point or decision. It is answered with a “yes” or a “no.” You use this question when you want to begin narrowing the conversation and getting specific answers that lead you to a conclusion or a commitment. Receive my FREE report: Everyone is a Sales Person Solicit More Specific… Read more
Thousands of hours and millions of dollars have been spent studying the most successful salespeople in our society.
Thousands of hours and millions of dollars have been spent studying the most successful salespeople in our society. They have been interviewed exhaustively, as have their customers, co-workers and managers. Today we know more about what it takes for you to be one of the best in the business than we have ever known before. And the most important thing we have learned in all these studies is that selling is more psychological than anything else…. Read more
Every person who’s ever tried to close a sale has been through it.
Every person who’s ever tried to close a sale has been through it. You’ve talked to a good prospect three or four times. You think they are ready to buy. But just when you think you’ll be able to close the sale, it stalls…. Read more
Any change, or even an attempt to change anything you are doing, makes you uncomfortable.
Any change, or even an attempt to change anything you are doing, makes you uncomfortable. By attempting to change, you move out of your comfort zone. You feel increasingly uneasy. You experience stress and tension. If the change is too extreme, your physical and mental health can be affected. You will experience sleeplessness, indigestion, or fatigue. You may react with impatience, irritability or anger. You will often feel as if you are on an emotional roller-coaster…. Read more
Your self-esteem is the most important part of your character…. Read more
Don’t get caught not listening to your potential customer. This is critical to your sales success.
Paraphrase Your Customer’s Words
The customer is only sure that you have been listening when you paraphrase what they have said and feed it back in your own words. This is where the rubber meets the road in effective listening. This is where you demonstrate in no uncertain terms to the prospect that your listening has been real and sincere. This is where you show the prospect that you were paying complete attention to what he or she was saying. Paraphrasing is how you prove it…. Read more