Critical Sales Secrets – What you may be doing wrong
December 14, 2015
By Jerry Bellune
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If you read last week, you learned the 5 key steps.
These are what we must do to win our prospects.
To get them to buy now and buy later.
To trust us and believe in what we offer them.
If you missed last week, email me for a copy.
Simply email [email protected]
I’ll send you an emailed copy. It will help in sales.
Even knowing the 5 steps doesn’t always do it.
Now what might you be doing wrong?
In all likelihood you skipped the first three steps.
You started at step 4 — influence.
You expected them to go to 5 — behavioral change.
It won’t work. It never does.
I’ve watched countless sales people screw this up.
Never even think: “I’m right and you’re wrong.”
That might work if prospects were rational.
Forget it. They aren’t. They never will be.
Rookie sales people act as if emotions don’t exist.
But all of us know prospects buy emotionally.
They then justify their decisions rationally.
Prospects are incapable of being rational.
Let their emotions influence their decisions.
Your most critical step is active listening.
The other steps all follow from it.
But most sales people are terrible at listening.
Consider that prospects aren’t listening to you.
They’re thinking about why they don’t want to buy.
Rather than argue, ask them questions.
Listen to what they say. Hear them out.
Don’t interrupt or disagree.
Nod and acknowledge what they’re saying.
Repeat the gist of what they just told you.
Ask questions to show you’ve been paying attention.
By respecting them, they begin to trust you.
Only that will quiet the voice in a prospect’s mind.
Want more sales strategies that work?
Order your own copy of “Selling by the Numbers.”
It’s $29 and comes with $300 in sales coaching.
Call Ashley or me at 803-359-7633 today.
Next: What to ask your prospects.
Want to share this with a friend? Be my guest.
We only ask that you tell them where it came from.
Invite them to send me their email address.
They can reach me at [email protected]
I’ll email this strategy letter to them each week.
©2015 The Bellune Company, Inc.
Neither MidlandsBiz.com nor The Bellune Company, Inc. makes any warranty as to the results that may be achieved from using this information. ©2015 The Bellune Company, Inc. All rights reserved. Requests for permission to reprint or circulate may be obtained by emailing [email protected]
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