newsellingmindset's Space http://newsellingmindset.posterous.com Most recent posts at newsellingmindset's Space posterous.com Fri, 11 May 2012 03:05:00 -0700 online sales training http://newsellingmindset.posterous.com/online-sales-training http://newsellingmindset.posterous.com/online-sales-training

cold calling - For many, many years salespeople have been taught they have to "close" the sale.

But "closing" a purchase no longer works. People can smell a closing technique miles away. They put up their guard and the sale can often be lost completely.

Time to adjust our thinking with today's online sales training.

Because "closing" just does not work properly on so many levels, you need to think about "opening" the sale.

What can I mean?

As one of my personal favorite sales trainers, Ari Galper says... "If individuals don't buy how you sell, they don't buy what you sell."

People want to be treated like a real person. They want to be respected. They certainly don't want to be "closed" or "sold."

I guess it comes down to the Golden Rule...

Treat your prospects just the way you would want to be treated yourself.

The Salesperson Stereotype

Imagine you'd a daughter...

If she went right into a car dealership looking for a new car (oh my God), wouldn't you fear on her behalf life? Wouldn't you would like to protect her from the vultures that seem to be the average car salesperson?

Now we all know not all car salesperson are like that... but what image one thinks of?

Ya, that pushy, selfish, do-anything-to-close-the-sale form of salesperson that nobody likes. You know what I am talking about?

Even if it isn't true that's the image we all hold inside our minds. That's the stereotype.

Which is the reason the mindset of "closing" doesn't work anymore.

We've all experienced that kind of salesperson and he's ruined it for those all of us.

How To Open The Sale

If we all want to be given respect and honesty it's pretty clear the way we must treat our prospects.

Ya, with respect and honesty.

We should not assume anything. Our "solution" may be a good fit.. Or otherwise not.

Our tone should be respectful and humble.

We should ask for permission every step of the way.

That's what Ari Galper means by "How we sell."

Our goal should not be to "close the sale" but to generate trust. Our goal will be to create the kind of "openness" which will get our prospect to tell us the truth about their situation.


cold calling
If we can get to the truth only then do we can both determine if our solution is a good fit... or not.

When not a good fit we should be ready to walk away.

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