Tuesday, 20 March 2018

What to do if you hate the sales process….

We all know we have to do ‘sales stuff’ to get new customers – PROSPECTING…, phone calls, sales visits, networking at events, etc. but many people absolutely hate it. They do not feel at all comfortable/have a lack of confidence in carrying out ‘cold calls’ and face to face sales visits.

Some ‘strange people’ (like me) love the whole sales process, which is why I like helping people who find it no fun at all. Here is one strategy I mentor & coach my customers with that makes the process so much easier - and more effective.
This will be listing what the person you are calling or going to visit wants to hear – a hint, how will they benefit from what you are selling. Write out a full script with Features and Benefit of your product and service. 
Good salespeople constantly practice their Scripts or Dialogues (The Pitch). Practice it talking aloud, in front of a mirror or best of all, with someone. When you have ‘nailed it’ you will come across as sharp and it will increase your confidence enormously.
I always have the full script by the phone ‘bit of a security blanket’ for when I get tongue tied. I keep a list of bullet points on my iPhone that I refresh with before going into a meeting and, for presentations have it in front of me.
Like a lot of things, the main reason people don’t like ‘doing sales’ is because they are not good at it. But, with some good pointers as to what you are going to say, (and what your prospective customers want to hear) and some practice, all that changes. As you improve your presentation you should enjoy it a whole lot more.
So; read the books of sales masters, sign up for courses on sales, read articles and blogs on persuasion. Better still, contact me for some coaching & mentoring…..it’s what I do best www.goodliaisons.com.au/contact.html. Once you really get ‘get into’ sales, you may actually find it fascinating, as I do.
 After all, the ability to convince a total stranger to give you money is a pretty remarkable skill.

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