The Truth Behind Linear Selling: Why It Can Make Prospects Run The Other WayGet Boost Sales on boost-sales.net. The Truth Behind Linear Selling: Why It Can Make Prospects Run The Other Way topic will increase your understanding on Boost Sales. We at boost-sales.net only provide news, articles, information in Boost Sales. Boost Sales at boost-sales.net provides the most up to date news and articles. If you have questions please do not hesitate to contact us.
'What matters most is that I put as many prospects as possible into my sales process, and hopefully some of them will turn into sales.' If you're thinking that way, it's definitely time for you to consider a different way of thinking. Of course you can make sales using linear selling -- but you'll never know how many sales you're losing week after week because you're wearing the 'blinders' of traditional selling. If we fail to tune in to the natural rhythm of trust-building when two strangers become involved in developing a relationship...or if we try to force prospects into our process, we make the relationship about us and not them, whether we intend to or not. And prospects sense that and pull back, because structured, linear sales processes don't recognize the human elements required to build the relationships that ultimately lead to sales. Before a sale can happen, prospects need to feel that you're comfortable moving at their pace and their process. If you try to force changes in that process, you'll only set off alarms that will pigeonhole you with the negative stereotype of 'salesperson.' That's why I advised Sean to work on becoming aware of the milestones that prospects set and that will guide his path to a sale. He needed to learn to build enough trust with prospects that they would feel comfortable telling him the trut Article: Sean works for a major telecom company. During one of our tuition sessions, he told me, 'I've been diligent thereabouts following the sales process that my bosom buddy believes is required to make a sale -- but, for some strange reason, my prospects don't want to fit into that process. What am I doing wrong?' Sean's say struck me insomuch as it spoke to years of traditional selling programs that promote linear selling -- moving prospects furthermore from one step to second until they say yes -- as a 'guarantee' of sales success. But there's an inherent conflict here. Linear selling says that you have to impose a predetermined structure on production a relationship -- but that's by definition an unstructured process! Suppose that the 'next step' isn't what the prospect wants? 'Wait a minute,' you might say. 'What matters most is that I put as many prospects as possible into my sales process, and hopefully some of them will turn into sales.' If you're thinking that way, it's definitely time for you to consider a different way of thinking. Of course you can make sales using linear selling -- but you'll never know how many sales you're losing week hinder week as things go you're wearing the 'blinders' of traditional selling. If we fail to tune in to the natural rhythm of trust-building when two strangers issue forth involved in developing a relationship...or if we try to force prospects into our process, we make the relationship on every side us and not them, whether we intend to or not. And prospects sense that and pull back, seeing structured, linear sales processes don't recognize the human elements required to put up the relationships that ultimately lead to sales. Before a sale can happen, prospects need to feel that you're homey moving at their pace and their process. If you try to force changes in that process, you'll only set off alarms that will pigeonhole you with the negative stereotype of 'salesperson.' That's why I calculated Sean to work on fitting wise to of the milestones that prospects set and that will guide his path to a sale. He needed to learn to assemble enough trust with prospects that they would feel sold on telling him the truth of their process and their decision making path. 'I totally tolerate the principles below what you're saying,' Sean then told me, 'but I need to know more specifics here and there what to say and do in a sales situation.' Here are some suggestions I gave him: * Integrate trust-building language into your conversations with prospects so they'll feel warm telling you where they are at in their process. For example, saying 'Where do you think we should go from here?' invites them to tell you the truth, while 'Why don't we set up a next appointment to discuss our next steps' gives the impression that you're trying to take control. * Rather than indent prospects overtly what their decision making process is, use softer language that they can understand from their perspective, for example, 'What specific gates do you announce you'll need to go through as you consider the proposition of purchasing the software to solve the the marketplace issues we discussed?' * Don't probe or 'fish' for prospects' 'pain' as part of your sales process. Prospects have learned through long experience that the faking of caring is usually a verbal ploy designed to move the sale forward synchronized to the salesperson's agenda. Instead, speak genuinely and with sincerity to what you know their core doing issues are. You can find out what these are by getting in touch with customers who have erstwhile store your product or service and asking, 'What three or four characterization issues drove your decision to buy our product?' Chances are, your new prospect will be dealing with similar concerns. Consider these ideas, and try these practical suggestions. They helped Sean feel major hereabouts letting go of the old ideas he'd been taught. Maybe they'll do the same for you.
|
More Articles:1. Don’t Waste My Time! By Kelley Robertson Summary: Time wasters come in every shape and form but they usually possess a few consistent characteristics ' they ask a continuing stream of questions, take up loads of our time, and seldom end up buying anything.What is particularly interesting about these situations is that many time wasters don't set out to be that way. And in many cases, we become the time waster.Most sales professionals know they are supposed to ask questions to learn abou… 2. DON'T OVERLOOK THE 3 SPECIAL BENEFITS EVERY CUSTOMER WANTS FROM YOU Summary: When they sign up with a health club they expect to look and feel better by the end of the week.Look for ways you can reduce the time your customers have to wait after a transaction before they can start enjoying the results of their decision to buy. You can answer questions quickly and your prospects will appreciate your personal attention.TIP: If you find yourself personally answering a lot of questions, add a Questions and Answers pag… 3. Handshake Intimidation By Shamus Brown Summary: Other times its just plain fun to assert a little power in a situation. Here's the technique for giving a "power handshake" that communicates that you are confident, in control, and not afraid to use it. Reach to shake first, with you right palm open, tilted slightly to the right. Article: In some situations, attempting to intimidate the other person will in fact increase the whole of rapport you gain with them. CEO introduction… 4. Making a Fortune in the Stock Market >> How to Buy and Sell Stocks ... Traders Secret Strategies Summary: Take a Look at The Valuable Strategies and Bonuses that You can access today: + $ Trading Psychology. + $ Things to consider when trading low float momentum stocks + $ Buying micro cap and small cap stocks with momentum. + $ How to lock in profits on the way up + $ Should I hold overnight trading positions for a possible gap up ? + $ Time frames for trading stocks with momentum, Pros and Cons + $ Premarket stock trading strategie… |