Over the years I've heard thousands of sales professionals say, "I don't like using sales scripts. It sounds so robotic and stiff and it just doesn't work." Actually, let me restate that: Over the years, I've heard thousands of unsuccessful sales professionals say that. Successful sales professionals understand that having a script - a set process that they follow when interacting with customers - is key to success. There's a reason why following scripts can help: Used correctly, they help build trust. Prospects Respond to Confidence You've probably heard the advice, "It's not just what you say but how you say it." That connects … [Read more...]
How to Stop Fearing Sales Objections with this Magic Phrase
One of the reasons people don't like to sell is that we don't like rejection. As young children we develop a deep-seated fear of being abandoned by those that we love, and it follows us into adulthood. So there's this subconscious connection that's created between this fear and a prospect saying no. But we also avoid asking for business because we don't know what to say if the other person doesn't say yes or no. That's why most of us will only "ask for the order" when we already know the answer. It could be a formal sales situation where you are asking a prospect for a business deal. But it could also be an internal meeting where … [Read more...]
Back to Basics
I coach and train a lot of salespeople on how to build their business, increase their volume … basically, on how to sell more and sell more often. They are often top performers who have stalled and hit a plateau. When digging in to find what is missing from their business, that gap which has hindered their efforts, I’ve made one overwhelming observation: They are rarely missing any knowledge, skills, or tools. Instead, more often than not, they’ve gotten away from the basic training that made them successful in the first place. There Are No Sales "Secrets" They are often trying to reinvent the wheel, or they simply stopped doing … [Read more...]
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