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 a mile away. They put up their guard as well as the sale can often be lost completely.
Time to adjust our thinking with today's online sales training.
Because "closing" just doesn't work on so many levels, you need to think about "opening" the sale.
Exactly what do I mean?
As one of the best sales trainers, Ari Galper says... "If people don't buy how you sell, they won't buy what you sell."
People want to be treated like a real person. They would like to be respected. They certainly don't want to be "closed" or "sold."
I suppose it comes down to the Golden Rule...
Treat your prospects only the way you would want to be treated yourself.
The Salesperson Stereotype
Imagine you had a daughter...
If she went right into a car dealership looking for a new car (my dear 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 common car salesperson?
Now I 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 After all?
Even if it isn't true that is the image we all hold within our minds. That's the stereotype.
Which explains why the mindset of "closing" does not work properly anymore.
We've all experienced that form of salesperson and he's ruined it for those all of us.
How To Open The Sale
As 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" might be a good fit.. OR NOT.
Our tone has to be respectful and humble.
We must ask for permission all the way.
That's what Ari Galper strategies by "How we sell."
Our goal should not be to "close the sale" but to produce trust. Our goal will be to create the kind of "openness" which will get our prospect to inform us the truth about their situation.
cold calling
When we can get to the truth we can both see whether our solution is an excellent fit... or not.
If it is not a good fit we have to be ready to walk away.
But "closing" a purchase no longer works. People can smell a closing technique a mile away. They put up their guard as well as the sale can often be lost completely.
Time to adjust our thinking with today's online sales training.
Because "closing" just doesn't work on so many levels, you need to think about "opening" the sale.
Exactly what do I mean?
As one of the best sales trainers, Ari Galper says... "If people don't buy how you sell, they won't buy what you sell."
People want to be treated like a real person. They would like to be respected. They certainly don't want to be "closed" or "sold."
I suppose it comes down to the Golden Rule...
Treat your prospects only the way you would want to be treated yourself.
The Salesperson Stereotype
Imagine you had a daughter...
If she went right into a car dealership looking for a new car (my dear 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 common car salesperson?
Now I 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 After all?
Even if it isn't true that is the image we all hold within our minds. That's the stereotype.
Which explains why the mindset of "closing" does not work properly anymore.
We've all experienced that form of salesperson and he's ruined it for those all of us.
How To Open The Sale
As 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" might be a good fit.. OR NOT.
Our tone has to be respectful and humble.
We must ask for permission all the way.
That's what Ari Galper strategies by "How we sell."
Our goal should not be to "close the sale" but to produce trust. Our goal will be to create the kind of "openness" which will get our prospect to inform us the truth about their situation.
cold calling
When we can get to the truth we can both see whether our solution is an excellent fit... or not.
If it is not a good fit we have to be ready to walk away.