Seven Ways You Can Sell and Retain Your Good Character
Is it possible to Getting more revenue while still keeping your integrity?
According to e-mails that I continue to receive daily, the answer is a thunderous “yes.”
Selling more, yet at the same time remaining authentic to ourselves and coming from the right place in our selling process is integral to all our selling efforts. Yet, most sales guru’s will say that we must go for the sale at all costs and if we don’t, then we are weak. This one idea alone can seriously hinder all potential relationships with prospects. So eliminating traditional sales thinking is so important if we are to put our integrity and our customer’s satisfaction before other things.
Despite your desire to help other people with your service or product, do any of the following sales ideas ever come up for you?
* Must always focus on “closing” the sale. * When you feel declined, shake it off and get ready for the next sale * If a prospective customer says “no,” then it is your job to convince them otherwise. * When a prospective client puts up an objection to your service or product, just sell harder
Such notions are typical ideas that sales people are taught to believe for sales success to happen. Yet are they really giving you the best possible results or could they actually be burning your potential relationships?
It is probable to sell without having to compromise your character. Laid out are seven guides in order to sell more and maintain your own integrity:
1. Get to the Truth – Focus on the attaining to the “truth” of your prospective client’s condition. You may or may not be a fit for each other, but either a YES or a NO is okay. Taking the focus off closing the sale allows us to focus on the truth and truly help those people that most need our product or service.
2. Realistic Expectations – Get rid of rejection once and for all by laying down practical expectations and staying away from conventional sales behaviors like cautiousness, persuasion, and cockiness. If you are not trying to sell, you can’t be rejected. Be in a place of sharing and caring and let people feel that from you.
3. Stop Chasing- Do not “chase” potential clients who have no intention of buying. How can you do this? Shift your way of thinking and intensify your truth-seeking skills so that you can rapidly, but carefully, discern whether the two of you are a possible “fit” or not.
4. Respect those around you- Stay away from calling people “prospects” or even pondering about them in such a way. Individuals are human beings, and when you label them in your own language or your ideas, you disrespect them and the process of sales. “Prospect” fortifies the notion that sales is only a “numbers game.” Instruct yourself to contemplate about “potential clients or even potential friends” instead.
5. Warm up your approach- Remove the “cold” out of your cold calls. Don’t begin with “Hello, my name is… I am with… We do…”. When you begin a conversation by making it about you, rather than about the other individual, you immediately destroy the possibility of opening a dialogue. Try the more humble approach of asking “Maybe you can assist me out for one second,” and keep in mind that you’re really calling to help them fix their problems.
6. Handle objections with Elegance- Don’t try to fight back against objections. Rather, determine whether the disapproval is the customer’s truth or not. Most often objections are simply ways to ease the pressure that a customer might feel from the sales person or sales process. Find out which it could be and then continue the conversation accordingly.
7. Stay away from using “I” or “We” in your e-mail communications to prospective customers. These suggest that the focus of your talk is onsatisfying your desires instead of fixing the customer’s problems. Customer communication should always be about the customer and what you can do for them.
Selling is a balancing act between supporting others and supporting ourselves. Yet, we must always remember our focus must be on how we can best support the customer and the more we seek our people to help and come from a place of service, the more the relationships and trust will build.
Ari Galper, founder of Unlock The Game, makes cold calling painless and simple. Learn his free cold calling secrets even the sales gurus don’t know. To receive your 10 free audio mini-lessons visit www.UnlockTheGame.com.
