In a customer service situation- the easiest way to frustrate an existing customer who approaches you or contacts you with a problem is to start shaking your head while they are explaining their problem as if to say you can’t be of assistance. In sales= the easiest way to lose trust or frustrate a prospect when selling your services or goods is to respond without showing him that you are taking his current situation into consideration. This is especially after he has spelt it out to you.
The status quo is when the customer is still in the state of mind, commitment or understanding before your intervention with him. The most important part of the sales process is moving the sales process forward. Whether you are busy on a sales or in between sales calls with the same prospect, you must make sure that something has changed. By that I mean: During the presentation- get some “small yeses” that will lead to the final yes; get some agreement as to the feel of the product, the fulfilment of a need or desire; gain some small wins. If you could not close the sale in that call, then make sure that you have a firm, committed schedule for the next meeting. Make sure that the prospect understands what he needs to have for the next meeting; and make sure he knows what you are going to show/bring/ feedback. Also, let him know that sooner or later you are going to close.
The fear of rejecton is manifested in your reluctance to cold call; the reluctance to pick up the phone and dial; the seereluctance to add one more dial when things are tough and you feel that you have called enough. It is also manifested in your fear of clsoing and asking for the sale. It is manifested in your need for approval. You feel that sales is about making friends and less about making customers. You don’t like to hurt other people’s feelings by asking them for the close and putting pressure on them. You feel that they-the prospect- should know best, and you don’t know best. If you are sales manager, you will identify the above in your sales person’s consistent pattern of excuse-making; lack of confidence, not a self-starter; always in need of and asking for motivation; squealing about the leads/data; no momentum; and off course- no sales.
1. Fear of the task If a person is too afraid to do a certain task, his mind might resist doing it by forcing him to procrastinate. 2. Fear of failure If a person is too afraid of failure, his mind might let him procrastinate to avoid taking the test or doing the task. By doing so, the brain thinks that it's protecting the person. 3. Not being tolerant of the unpleasant emotions connected to a task If a person does not tolerate the unpleasant feelings (Whydowehaveemotions) he gets when he does a certain task, his mind might let him procrastinate to avoid doing the unpleasant task. 4. Fear of taking responsibility If a person is too afraid to take responsibility, his mind might let him procrastinate to avoid doing the task he is afraid to handle. 5. To justify failure The brain sometimes does the trick of forcing a person to study in the last minute in order to help him justify bad grades if he got him. By doing so, the brain ensures that the self worth of the person won't be impacted by the bad grades. 6. They were raised by authoritative parents A study has shown that authoritative parents and parents who are very strict with their children usually raise children who have self regulation issues. 7. Wrong beliefs about the right time and the right moment Many of the people who procrastinate believe in waiting for the right moment and the right time to do a task, but because life is unpredictable and sometimes totally random, waiting for that moment usually results in procrastination. 8 To rebel against authority In one theory, procrastination can be the person's way of rebelling against authority, usually the authoritative parent who is trying to force him to get certain tasks done. 9. Fear of success Fear of success is one cause
The sales process is not about who is right and who is wrong. It is not to prove a point, push an agenda, make a person look like a fool. It is about building value in the eyes and mind of the prospect. So remember that no one has bought after he was beaten in an argument, debate or discussion. Stephen Covey calls this “win-win or no deal.”
Via Brian Tracy Once you've developed your marketing strategy, there is a "Seven P Formula" you should use to continually evaluate and reevaluate your business activities. These seven are: product, price, promotion, place, packaging, positioning and people. As products, markets, customers and needs change rapidly, you must continually revisit these seven Ps to make sure you're on track and achieving the maximum results possible for you in today's marketplace. Product To begin with, develop the habit of looking at your product as though you were an outside marketing consultant brought in to help your company decide whether or not it's in the right business at this time. Ask critical questions such as, "Is your current product or service, or mix of products and services, appropriate and suitable for the market and the customers of today?" Whenever you're having difficulty selling as much of your products or services as you'd like, you need to develop the habit of assessing your business honestly and asking, "Are these the right products or services for our customers today?" Is there any product or service you're offering today that, knowing what you now know, you would not bring out again today? Compared to your competitors, is your product or service superior in some significant way to anything else available? If so, what is it? If not, could you develop an area of superiority? Should you be offering this product or service at all in the current marketplace? Prices The second P in the formula is price. Develop the habit of continually examining and reexamining the prices of the products and services you sell to make sure they're still appropriate to the realities of the current market. Sometimes you need to lower your prices. At other times, it may be
I realised this early in my sales career while as a life insurance rep. I would gather info, meet he client, present my proposal, but never close. Not to mention-never even attempt to ask for the sale. Then I would leave them to think about it, and come back for the revisit and find that another life insurance rep had signed them up. If you are like me then you would analyse why you don’t ask for the sale. With me it was that I was scared of the word “No”. I was scared of rejection. The problem is that I liked to be liked. I didn’t want to feel like a high pressured sales person. Stop making your prospects clever and armed with info that makes them sign up with other sales people. What happens is that you ask questions, uncover needs, and don’t ask for the sale. The next rep comes along, and he doesn’t need to do anything because you have done it all. He now just needs to ask for the sale. Start asking for the sale often and you will start closing often.