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Further
Reading ...
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Professionalizing The Family Business - Don A Schwerzler
Professionalizing the Family Business Family business expert discusses the difficult and emotionally destructive problems confronted In the 30 years I have been working as a family business consultant, the most difficult and emotionally...
500 to Unlimited: The New E-Z-MRP Business Model - Rocky Smolin
E-Z-MRP, the leading manufacturing software system for small manufacturers, announced effective April 15th, there will be a new pricing and product structure. According to Rocky Smolin, founder of Beach Access Software, makers of E-Z-MRP, “We see a...
MLM network Marketing Training- Are You Thinking Yourself Out of MLM Success? - Doug Firebaugh
"Are you Thinking Yourself Out of Success?" (c) 2005 Doug Firebaugh After nearly 20 years in this MLM industry, I have seen a lot of things that for whatever reason, have helped people, and have stopped people. And thereare those things that...
Professional Help - William Cate
Professional Help By William Cate Published March 1999 [http://home.earthlink.net/~beowulfinvestments/] [http://home.earthlink.net/~beowulfinvestments/globalvillageinvestmentclubwelcome/] You can avoid paying professionals by not using them. If you...
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Are You Risking The Relationship for the Sale -- And Then Losing the Sale Anyway?
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Written By:
Ari Galper
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Losing a sale can be disheartening, especially if you lose it for reasons you
aren't even aware of.
Traditional selling approaches tell us that sales are usually lost because of some element -- price, features, benefits -- having to do with our product or service.
So, when we sell, we naturally focus on what we're selling because we feel we have to differentiate our product or service so prospects understand what we're offering that's unique.
But...what if focusing all your energy on WHAT you're selling is actually the main reason
WHY you're losing sales?
"Not possible!" you say. No?
Let's hear, in my client Ryan's own words, what happened to him.
His story will help you realize why you may be losing sales without really understanding why.
===================================================
From: Ryan
Subject: Unlock My Brain
Hi, Ari, It's been a while since we've been in touch, and I'm sure you were frustrated working with me because I was so engrained in traditional sales thinking. I have to admit that it has taken me quite some time to shift my selling mindset.
I just wanted to let you know that I've finally unlocked my brain -- and consequently the game!
Here's what happened.
Recently, my VP of sales strongly "suggested" that I push for a close with the largest account that my company had seen. We were all anxious for them to make a decision, but I knew that they needed to reach a few more milestones in their own processes first.
I tried to convey this to my VP, but the suggestion became a demand, and we proceeded down "our" path of techniques and whatnot to convince them to go with us. Of course, I had the VP on every call after this.
At the end of the day, they decided to go with someone else.
When I asked them for feedback, I got a real wake-up call.
They said that at first they felt as if I - continued below ...
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continued ...
really understood their processes and problems. Our prices were a little higher than our competition, but what stood out was my approach to understanding them and not pushing the sale.
They felt as if I really had their best interests in mind, so they heard me out. But when I started to push for the close, they saw that I was just like everyone else who sells, so they had to make their decision based on price, instead of on the value of our relationship.
The relationship, and consequently the sale -- which I invested many hours developing-- died the moment I put on the pressure. By using traditional sales techniques, I wound up sacrificing the relationship and the sale.
This experience was what I needed to unlock my brain and realize the impact of traditional selling techniques on prospects (or should I say, "people").
I finally feel as if I've found the missing ingredients that make selling a natural, productive experience that will actually bring me sales instead of losing them.
Warmest Regards,
Ryan
===================================================
Ryan's story points to a very important lesson: if you don't have an approach that is a perfect balance of nonaggression and effective penetration of your prospect's core needs, you'll end up asking yourself time after time, "Why am I losing sales, and why has selling become so painful?"
You can risk the relationship and lose the sale, but with a different sales mindset, you don't risk anything at all -- because you can preserve the relationship, and make the sale.
About the Author
Ari Galper is the founder of Unlock The Game™, the only selling program that completely eliminates pressure from the selling process. His Unlock The Game™ Sales Program has helped thousands of entrepenuers and sales professionals worldwide.
Visit http://www.UnlockTheGame.com to take a Free Test Drive!
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| _Additional Resources ... |
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Affiliate Program Mastery: Learn How To Build Internet Capital Goods for Free - Isaiah Hull
As I mention in almost all of my articles, 97% of Internet marketers never make a cent online. I mention this simple fact because it has a lot of power--it has the power to completely discourage people who are not succeeding, and it also has the...
Should I Pay Points? - Ethan Hunter
To pay points or not to pay points, that is the question. Before answering the question it is first important to understand what exactly points are. A point represents 1% of a home loan. For example, a $100,000 home loan would equate to each...
11 Easy Checklist Secrets to Save TIME - Syd Stewart
Where does your time go? Are you constantly fire-fighting? Frustrated? Do you have time to do these long term improvements? Are you always having to correct mistakes and lapses... humans will always fail especially when they under pressure, tired,...
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