Discover My Secrets to Selling with Ease, Not Sleaze

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May 9, 2013
Discover My Secrets to Selling with Ease, Not Sleaze

Most of us hate to sell. We may even have a negative stereotype when it comes to selling. We tend to conjure up images of the “Used Car Salesman” who lacks integrity and omits the real mileage of the vehicle or that it’s been in a car wreck and welded back together.

But we are all selling ourselves and our business every single day. If you can’t sell with ease then your business will suffer. In fact, before long you’ll probably be out of business.

They key is to take the fear out of selling and realize that you can do it with integrity. In fact, you shouldn’t even consider using sleazy sales techniques. Years ago sales people could intimidate us into buying something we really didn’t want or need but that method doesn’t work anymore! Today being successful in sales is about focusing the attention on the needs of your prospect – not you!

As the saying goes, “nobody likes to be sold to, but everyone likes to buy.” Keep that in mind as you read My Five Favorite Secrets to Selling with Ease:

1. Don’t fall into the “must sell” trap. You don’t want to speak to a potential client from a place of scarcity. If you’re in survival mode thinking, “I have to land this client to pay the rent,” you’ll give off a hard-sell vibe and scare the person away. Or you may get the business and realize too late that this person is the wrong kind of client for you. I want you to change your selling mindset and realize that all transactions need to be a win-win for both you and your client.

2. Find out what your prospect really needs before you share your solutions. Think of it like going to the doctor, he can’t prescribe a medication until he has asked you many questions to narrow down the solution to help you with your problem. So go into it trying to figure out what problem this potential client needs help solving. Ask open-ended questions and really listen to your prospects during the call, with no set agenda in mind.

3. Be prepared to send business away. After you’ve really listened to what your prospect has told you, you might find that they’d be better off with a referral to a colleague. Don’t be afraid to send business away. If you’ve shown sincere interest in the person, they’ll never forget that. You might get their business later on or they’ll send other people your way.

4. Really believe in what you’re offering. You more than anyone has to have a high level of confidence and passion about your products and/or services. As the quote by the late sales training expert Cavett Robert says, “The prospect is persuaded more by the depth of your conviction than he is by the height of your logic.” If you don’t believe in yourself then you will always struggle in mastering the natural sell. It leaks out in your voice, in how you overcome objections, the way you inform them of the price, etc.

5. Be prepared to handle objections. Whenever someone asks me a question I answer the question briefly but then I ask another question to probe deeper to understand the real obstacle. This allows me to really know what the objection is. In fact, sometimes what you think is the objection isn’t the objection at all!

When you use these secrets, the selling process becomes so much more natural, rather than forced and uncomfortable. When you get it right, it feels almost magical because it makes the prospect feel that THEY chose to work with you and you didn’t have to SELL to them at all!

Predictable Results™ Assignment:

A key to being more natural and relaxed when you make a sale is to be prepared. List 5 -10 questions you should ask a prospect in your initial conversation. Think of questions that will help you discover what their biggest concerns are so you’ll know how best to help them.

As a pioneering and visionary innovator, Sarah is a certified professional image consultant and brand strategist, speaker, trainer and author. Her company, Illustra Business Coaching, provides leading-edge business building strategies for small business owners & entrepreneurs who wish to take their company to the next level.

Illustra Business Coaching
Copyright © 2013, Sarah Hathorn, AICI CIP, CPBS
This article may be reproduced only in it’s entirety, including the above bio.

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