Stop selling so hard if you want more
Connect with the client and close that
deal by not trying too hard
People hate sellers because they’re annoying and hungry for money. In most cases, all they want is to close a
sale to get a commission. That’s a general perspective of sales people in today’s society. Not many of you know
that the niche is far more complex underneath. Great sales representatives are not after the money, they’re after
the reputation. A good reputation in the business will eventually bring financial rewards as well.
Stop trying if you want to sell
If you want more sales you need to stop trying so hard. Don’t assume the needs of your customers, even if they
express a keen interest in your products. Let’s say you’re following a possible customer who clicked on your site.
You’re already aware that he’s interested, so you’ll probably be inclined to ask questions meant to clarify the
need or offer useful information regarding your product. Rookie move!
|Good sales people want the reputation, which will eventually bring in sales and
Moving straight into ‘selling mode’ highlights that your goal to sell is a lot more important than the needs of
your clients. Rather than build a relationship, you’ll express eagerness to sell, and that might push clients away.
Instead of asking specific questions related to the product, you’re better off starting a conversation that’s
not that oriented towards your product. Ask questions that don’t have assumptions attached and try not to sound
Through questions that are not directly linked to your product you’ll get the chance to find out more
information about your client. Consequently, you’ll probably find out that his desires and needs greatly differ,
and that you were wrong to assume that you know what he wants. Your goal should be to identify the ‘issue’ and
after that comprehend its aspects. Who knows, maybe your client is not that interested to buy after all.
Skills a salesperson must have
A great salesman needs to have 5 main skills to close a sale without making their client
feel forced to buy: excellent verbal skills and written abilities, great sales coach, live experience, temper,
|Concentrate on the needs of your client and build a relationship for success,
instead of hard selling
However, even if you have the above mentioned skills, you need to use them wisely. Desperation and eagerness are
your enemies in this business, and always remember that an erratic behavior won’t be of any help. You need to stop
trying so hard if you want results. We hate sales people because of one main reason: their never-ending verbal
skills. Talking doesn’t make people buy, especially if you’re not that good at what you’re saying.
The product you’re trying to sell is probably the best on the market, but if the salesperson crosses the limit
and keeps trying to shove it in the face of the customer, that customer will walk away.
Know your limits
You can’t succeed in the sale business if you don’t know your limits. For starters, salespeople should focus on their goal to sell, but they
shouldn’t push too hard. Studies have shown that buyers are more into sellers who are compassionate,
understanding, and friendly. You need to relate to those attributes. When you know what you’re talking about and
you show your clients that you care for them and not about the sale, you’ll manage to close a deal.
Nobody likes sales people who brag about their products for minutes without stopping for a second to ask if you
have any questions. Rather than highlight the benefits of your products, try to connect the product to the client.
Ask the client questions and allow the client to get to know you first.
|Bring in more sales by not trying too hard and without using unsavoury strategies in
Calm down and let things happen
When a buyer sees that the sales representative is relaxed, smiley and confident,
he feels different. That burden to buy cannot be felt anymore and he might even like you. They
say that if you like the sales person you also like the
product. There’s a bit of truth to that statement because a great seller will know how to make
you buy without having to use persuasion, or any other type of cheesy strategy.
Buyers in general are repulsed by sales people who seem desperate to sell. Desperation brings greed, and greed
makes people agitated and annoying. If you want to have more sales, the key is to stop trying so much. Eventually,
you’ll close that deal providing you’re self-controlled.
| SELLING TIPS
||• Effective Sale Pitch - Tips for better
understanding of what pitching a sale is, and how to create an effective sale pitch that
emphasizes value and benefits.
Hard Selling - How to connect with the client and close that deal, without
trying too hard and looking desperate to make the sale.