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The prospect says no! If you never asked for the sale, never tried to close, you would never know the outcome ' and the sting of rejection does not last as long as eternal regret. A hero is a coward who just hung in there one minute longer. Top-producing salespeople kick their projected confidence into gear regardless of how they feel. Article: Even Big Chickens Can bring about Success Heroes and cowards feel the same fear. It is the stroke they take that separates them. The idea that we have to develop courage to succeed is ludicrous. Successful people take structure while they are afraid. Transferal of fear If you seem unsure of yourself, the customer picks up on it. (Have you ever any from a really sweaty salesperson?) Then the customer fears failure. He is he won’t get what he needs or your product will not perform as you’ve described. Credibility and projected confidence are cures for the customer’s fear. You can industrialize that credibility and confidence through testimonials: current customers telling her how well your product serves their needs. What you say beside your product is not enough. What others say is proof. Worst-Case Scenario No one sales call will make or replace your career. What’s the worst thing that can happen? The prospect says no! If you never asked for the sale, never tried to close, you would never know the outcome — and the sting of rejection does not last as long as eternal regret. A hero is a coward who just hung in there one minute longer. Top-producing salespeople kick their projected confidence into gear regardless of how they feel. Many great salespeople have stuffy big deals with great confidence … and then freaked out in the parking lot afterward. © Wynn Solutions 2005 Article Index: | 1 | 2 | 3 | 4 | 5 | 6 | 7 | 8 | 9 | 10 | 11 | 12 | 13 | 14 | 15 | 16 | 17 | 18 | 19 | 20 | 21 | 22 | 23 | 24 | 25 | 26 | 27 | 28 | 29 | 30 | 31 | 32 | 33 | 34 | 35 | 36 | 37 | 38 | 39 | 40 | 41 | 42 | 43 | 44 | 45 | 46 | 47 | 48 | 49 | 50 | 51 | 52 | 53 | 54 | 55 | 56 | 57 | 58 | 59 | 60 | 61 | 62 | 63 | 64 | 65 | 66 | 67 |
More Articles:1. The Customer is number one! Summary: How many traditional brick and mortar businesses do your recommend toyour friends because you received excellent customer service?If you are like most of us, the list of Internet businesses yourecommend is a lot shorter than the list of traditional retailers yourecommend. Post your response time to inquiries in your customer service sectionand stick to it.Most Internet consumers feel that their inquiries will go unanswered orthey will ha… 2. Overcoming Barriers to Sales Summary: Each category identifies strong barriers that, if not quickly identified and corrected by the team leader, can negatively impact the progress of your team. The Three Major Types of Barriers are: (Hint: Remember A, B, C) A-ttitude Barriers B-ehavioral Barriers C-onceptual BarriersAttitude Barriers Every employee must take ownership of his or her own attitude. A manager is NOT in charge of anyone's attitude except her own. Examples of beha… 3. What's Your Client's Style? By Susan Cullen Summary: That's not going to work!'D' for DominantDo * Focus on 'what' * Provide options * Be efficient * Focus on resultsDon't * Assume without getting an opinion * Over socialize * Emphasize unnecessary details * Waste time'I' for InfluenceDo * Focus on 'who' * Provide testimonials * Be upbeat and friendly * Handle details when possibleArticle: When it comes to effective selling, one simple fact never changes: Selling… 4. Your Proposal Was Rejected... But Why? By Diane Hughes Summary: You may want to ask:' if the proposal itself was clear' whether all the information the prospect needed to make a decision was included' if the price was too high based on the services provided' whether your product/service was flexible enough' if any element was missing from your proposalDon't:' ask to see the winning proposal' ask which company wonThese questions are too probing and will likely make your prospect feel dArticle: When a… |