Critical Sales Secrets – Quit trying to sell

By Jerry Bellune

Quit trying to sell
What if price was no longer an issue in any of your sales?
Business coach Tessa Stowe asks five questions:
• Do your customers tell you your prices are too high?
• Do they fail to see the great value you offer them?
• Do they often pressure you for deep discounts?
• Is your pricing strategy to undercut your competition?
• Are your shrinking margins leading to a death spiral?
If you answered yes to even one question, read on.

Here are my field-tested secrets to help you sell value.
They will help you make your prices no longer an issue.
Practice them to guarantee prospects see true value.
Quit competing on price and get what you’re worth.

Secret #1: Forget about selling.
Stop trying to get prospects to buy from you.
Have a stimulating conversation with them first.
Call and ask for 20 minutes of their time.
Promise them you will not try to sell them anything.
You want to introduce yourself and learn about them.
Ask for a day and time they can talk without interruption.
Ask them if it’s OK for you to take notes.

When I call on a prospect, my first question is:
• What first attracted you to this business?
Then I settle back and listen. I know I’m in for a treat.
When they finish the first question, I go to No. 2.
• What keeps you coming back to work each morning?
I hear them out on this then go to the next question.
• Where do you want to see your business in 10 years?
This will require them to think. Be patient and listen.
• What are your three major goals for the next 12 months?
This also requires thought. I take notes on their answers.
• How does that help you realize your purpose in life?

Your probing questions will tell you a lot about them.
They will work like magic to start a relationship.
They will respect you for asking them these questions.
They will feel appreciated that you listened respectfully.
They will begin to care about you for caring about them.
They are hungry to share their stories with you.

Now, here are the killer questions to ask last:
• What pressing, unsolved problems do you face?
• What have you found that helps you with them?
• What kinds of help do you think might end them?
This allows you to determine if you can help them.
This is the ‘Discovery Phase’ of the conversation.

Do you see the value of sales strategies like this?
Even more can be yours in our new Master Mind.
It’s exclusively for sales veterans who aspire to help others.
You will share problems and ideas with people like you.
Call me at 803-359-7633 for details.

Next: Let your prospects discover your value.

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]