Salespeople often get a bad press! At times unfairly and other times, well deserved. Maybe we don't take the job as seriously as we should?
Imagine a surgeon turning up with just a name of the patient saying "I'll have a go, Ive done this before". Or a Pilot always taking everyone to Tenerife as they really like flying to that airport. Perhaps a Solicitor advising clients on law they learnt in 1985 but never read a book since?
STOP IT!! We can do better than that. Stop wasting time 'bad selling' and adopt the characteristics that make a great salesperson. Find new prospects and feel great, make selling time rewarding and enjoyable.
Salespeople don't listen when selling - Active Listening in sales
We've all been there, say 2 words and the salesperson takes over. However as a salesperson, how do we know whether we are guilty of not of the same thing? Easy to get carried away in the thrill of the chase and forget to actively listen to the prospect or client.
00:50 Why Active listening is vital in selling
04:15 The role listening plays in gaining trust
06:15 Don't make the questions difficult and listen to the reply!!
09:10 What stops salespeople asking the right questions?
12:10 Some 'tricks' demonstrating you're actively listening to the answers
14:09 D.I.S.C. Profiles! Absolutely vital.
18:48 Review some things you can try straight away
19:27 Less is definitely more
21:15 How to find us
Wasting time with prospects who don't buy anything
We can burn hours with prospects who never buy anything. Who's fault is it, theirs or ours? We look at the mystery of clients we put on our sales pipeline who stay there for months or even years. Theres at least 3 things we can do to avoid the trap!
Margins are getting thinner - discounting is the norm
We spend hours, days, weeks, months carefully crafting our pricing model and what do we end up doing? Discounting! If thats all our prospects want to know is our price or how much we will shave off the price then we are doing something wrong! This episode covers some of the things we do that creates the problem and some ideas to combat discounting when selling.
No sales process for getting in front of enough new prospects?
Disaster! Products and services to sell but not enough prospects will talk to you? If you're feeling desperate or questioning your own products or pricing, these next 20mins or so could bring ideas for a change of fortune.
Not closing the sale and winning enough new business
If we don't close the sale to win enough new orders we will lose our business or get the sack or perhaps collapse from exhaustion in the attempt to hit targets. We all have the same 24 hours in a day so whats getting in the way of invoicing enough revenue?.