Sometimes we could all use a reminder to us to prevent relapse into old ways of thinking about selling that lead us down the wrong path with potential clients.




New Thinking = New Results




Maybe it's time to take a different approach. Perhaps we need to seriously analyze our sales thinking so we can identify why we are not making more sales. Check out the table below and thinkabout its current mindset of sale. How to change your behavior has changed its sale if thinking of selling?




Traditional Sales Mindset vs Unlock the mindset ™ Game




1. Always provide a strong selling point. Vs Stop the sales pitch - and start a conversation.




2. Its central objective is always to close the sale. Vs Its central objective is always to discover whether you and your prospect is a good fit.




3. When you lose a sale, usually at the end of the sales process. V. When you lose a sale, it is usually right at the beginning of the sales process.




4. Rejection is a normal part of sale. Facing pressure to sell is the only cause of rejection. The rejection should not happen.




5. Keep chasing every potential client until you get a yes or no. Never chase against a potential client - you only create more sales pressure.




6. When a prospect offers objections, challenge and / or counter them. When facing a potential client offers objections, uncover the truth behind them.




7. If a potential client challenges the value of your product or service, must defend and explain the value. Never defend against or what you have to offer - only creates more sales pressure.




Let's take a closer look at these core concepts ™ Unlock the game so you can start opening your current sales thinking and become more effective in their sales activities:




1) Stop the sales pitch - and start a conversation.




When you call someone, avoid making a mini-presentation about yourself, your company, and it has to offer. Start with an initial sentence of conversation that focuses on a specific problem that your product or service solves. If you do not know what this is, ask your current customers why they purchased your solution. An example of an opening phrase might be: "I'm calling to see if he would be open to different ideas related to decreasing the risk of equipment downtime can have on your business? "Note that they are not pitching your solution with this opening sentence.




2) Your central goal is always to discover whether you and your prospect is a good fit.




Let's go trying to "close the sale" or "get the appointment" - and you discover that you do not have to take responsibility for advancing the sales process forward. If you simply focus your conversation on problems that you can help prospects solve, and if you do not jump the gun in trying to advance the sales process forward, you will find that potential customers actually put you in your buying process .




3) When you lose a sale, it is usually right at the beginning of the sales process.




If you think you lose sales, because a mistake at the end of the process, take a look at how the relationship began. Started off with a presentation? Did you use traditional sales language like, "We have a solution I think you really need" or "Other members of the industry have bought our solution, so you should also consider?




When you use traditional sales language, potential customers can not fail to label with the negative stereotype of "salesperson." This makes it almost impossible to relate to you from a position of trust. And if trust is not established, first, honest communication about the problems we are trying to solve, and how you may be able to help, it is impossible too.




4) Sales pressure is the only cause for rejection. The rejection should not happen.




Rejection occurs for one reason: Something you said, so subtle as it could have been triggered a defensive reaction from your potential customer. Yes, something you said. To eliminate rejection, simply change their minds, to give up the hidden agenda of hoping to make a sale. Instead, everything they say and do that derive from the basic mindset that you are there to help potential customers. This makes you able to ask, "Would you be willing to talk about problems you may be having affecting your business?"




5) Do not chase a potential client - you only create more sales pressure.




"Chasing" potential clients has always been considered normal and necessary, but it's rooted in the macho selling image that "If we do not keep pursuing it means we're giving up - and that means you're a failure." This is wrong! Instead of chasing potential clients, tell them you would like to avoid anything that looks like the old game of cat and mouse chasing by scheduling a time for the next lesson.




6) When a potential client offers objections, uncover the truth behind them.




Most traditional sales programs spend a lot of time focusing on "overcoming objections." These tactics only put more sales pressure on potential clients and also fail to explore or understand the truth behind what the prospect is saying. When you hear, "We do not have the budget", "Send me information," or "Call me in a few months, do you think you're hearing the truth, or you suspect that it is polite evasions designed to end the conversation?




Instead of trying to objections against, you can discover the truth when answering: "That's not a problem" - no matter what the customers are "objection" to - and then use a polite language, worthy of inviting them to reveal the truth about your situation.




7) Never defend or it has to offer - only creates more sales pressure.




When a potential customer says, "Why should I choose on your competitors?" His first reaction, instinct is probably to start defending your product or service because it wants to convince to buy. But what do you think goes through the mind of your prospect at this point?




Something like: "This 'salesperson' is trying to sell for what they have to offer is better, but I like to feel as if they were for sale." Instead of defending himself, try suggesting that is not going to try to convince them of anything because that would only create sales pressure. Instead, I ask them about the key issues they are trying to solve, and then explore how your product or service can solve these problems - without trying to persuade .. Let potential customers feel they can choose without feeling "sold."




You can also improve the effectiveness of sales if you are open minded and willing to try a new approach to sales and more natural.