Thanks to Kim Hansink for this great article reminding how to stay on track with our “selling” conversations.
Check it out: http://marketing.about.com/od/salestraining/a/stopselling.htm
Here are some great highlights:
7 ways to stop “selling” and start building relationships
New Thinking = New Results
Maybe it’s time to take a different approach. Maybe we need to seriously analyze our sales thinking so we can identify why we’re not making more sales. Take a look at the table below and thinkabout your current selling mindset. How would your selling behaviors change if you changed your sales thinking?
Traditional Sales Mindset: Always deliver a strong sales pitch.
New Sales Mindset: Stop the sales pitch — and start a conversation.
Traditional Sales Mindset: Your central objective is always to close the sale.
New Sales Mindset: Your central goal is always to discover whether you and your potential client are a good fit.
Traditional Sales Mindset: When you lose a sale, it’s usually at the end of the sales process.
New Sales Mindset: When you lose a sale, it’s usually right at the beginning of the sales process.
Traditional Sales Mindset: Rejection is a normal part of selling.
New Sales Mindset: Sales pressure is the only cause of rejection. Rejection should never happen.
Traditional Sales Mindset: Keep chasing every potential client until you get a yes or a no.
New Sales Mindset: Never chase a potential client — you’ll only trigger more sales pressure.
Traditional Sales Mindset: When a prospect offers objections,challenge and/or counter them.
New Sales Mindset: When a potential client offers objections, uncover the truth behind them.
Traditional Sales Mindset: If a potential client challenges the value of your product or service, you must defend yourself and explain the value.
New Sales Mindset: Never defend yourself or what you have to offer — it only creates more sales pressure.
