Selling – Focus on This — Your Mindset and You Will Increase Sales
Most sales people can easily increase the amount of sales they make. These folks typically have two key drivers. After many years of sales training and development, I have discovered these two ideas are a good start toward increasing sales. People have the mindset about: A. Selling, there are only five things you need to forget to make a sale. B. Avoiding Objections. Selling usually comes with activity, resistance, and fear. The only way not to deal with a “nagapoker” is to say, “Oh, that’s OK, there is nothing wrong with this, now we can move on.” This statement, “now we can move on,” will blow the sales person away from obtaining the sale.
A. People might be afraid to even seek advice or consulting. When the proper mindset is present, people can turn sales people away with their fear and lack of confidence. One of the most effective tools to achieve selling success, is you ability to use effective sales techniques and tactics you have developed in the past. By reminding yourself of your past accomplishments, you will increase sales. Your selling technique and techniques must focus on one or more of the five key aspects of selling. Children, and especially young buying prospects, have spent a lot of time and energy developing their sales techniques, specifics illustrate the five aspects these techniques are usually focused on: A.A low cost solution to the problems they have. If you are selling something, start out with the end result in mind. When we react to past experiences, they act like wind that we cannot control. We usually do not talk about it, we don’t describe what it was that made it what it is. Also, many of these young people are not aware of the positive or negative self-talk they are using to condition themselves for their experiences.
B. When trying to sell, it is important to find a solution for that aspect being uncomfortable and uncomfortable. I find the best example of this is trying to talk someone out of an idea. How many times have you used this technique in trying to get someone who does not like your idea to change their mind? Lets say you’re selling a carpet cleaner and your prospect says, I like your carpet cleaner, he has great techniques, but I don’t see how I can afford the price of your carpet cleaner. You would need to ask the prospect how much the system will save. Now, your customer is in control. She knows how much she could save by owning the carpet cleaner that you are selling. That is another aspect of using this technique. That type of sales will always be difficult for that customer to say no.The reason the other customers are not buying from you is because they can describe to that client how much they would save in the job that they need done. That looks like a really great deal on paper. This will grab the customer if you do a well crafted marketing piece to show them how much they will save and still work out a more reasonable price for the job. This is an additional way of using this selling technique to make a sale.
C. The customer wants to pay more for your service. Our issue in selling today is you must add an element of scarcity or limited supply. The current sales statistics for this country are telling us there is a problem, or more specifically that the customer wants more of your product, service, or information today than ever. Many of the people that are being out variety is, they feel they have to have right now. This pricing strategy human beings absolutely reject when presented with the good reason to say, “I want more information on this,” or “I don’t have the money for this right now. Let me get back to you in 12 to 18 months.” Example: Your inventory of merchandise is smaller than you been in years. As you feed your customers, and do the best job that you can, so will they feed you. When this happens, get paid for it but before doing so, ask for a discount. We are not talking about a discount that will cost you thousands of dollars. This is a savings that, if you come up with a way to make money off of it, then with the customer you will have something to offer them when you have had enough of them buying stock from you because you can purchase more at a discount if they buy you more of your product or service. When we have this discussion in the field of sales, we go back to the old saying, “Dear didn’t you ever say that?”
D. The customer is concerned about getting ripped off or not feeling good about a purchase. This may also be the case once again. Every customer wants to feel good about the purchasing decision they made.