Top ten list for better selling

Joe Marr, Sandler Training Center - Ann Arbor

www.sandlerannarbor.com

734-821-4830

10. We Want to Buy but Hate to be Sold.

People love to buy, but if they sense someone’s moving in to sell them something, their defenses go up.

9. Don’t Need it Too Much

If a salesperson can trick their heart into believing that they don’t need the business, they take the pressure off and serve the prospect better.

8. Diagnose and Then Prescribe

In medicine, prescription without diagnosis is malpractice, and if a salesperson attempts to sell something without diagnosing the prospect’s situation, they commit sales malpractice.

7. Be an Expert

Salespeople can stop selling themselves once they are perceived as an expert...on anything!

6. Seek and Deserve to be Trusted

Too many people believe that sales is all about being liked. But if instead we seek the other person’s trust and command their respect, we aren’t tempted to lower prices or make unilateral concessions.

5. Leave Your False Enthusiasm Out of it

Nothing triggers a buyer’s defenses like an overly enthusiastic salesperson.

4. “No” is OK

Nothing commands the trust of a prospect more than a salesperson’s sincere willingness call off the sales process if it becomes clear there isn’t a match.

3. No Begging

Begging, pleading, cajoling will only diminish the respect and trust a buyer has for a salesperson

2. Feel it, Say it

If a salesperson senses that the prospect has a problem or something is wrong that they are not revealing, they should find the courage to ask them about it, and not just ignore it.

1. Wishy-Washy is No Conclusion

A salesperson shouldn’t fear rejection so much that they are relieved to hear a non-committal “I need to think about it” or “maybe” at the end of a sales call, a clear yes or no should be the only acceptable outcomes. Copyright 2007 Marr Professional Development Corporation

Joe Marr is a public speaker, sales and management consultant and trainer, and runs the Sandler Training Center – Ann Arbor. To reach him call: (734) 821-4830 or visit his website at: www.sandlerannarbor.com

Joe Marr (Sandler Training Center - Ann Arbor) has provided a tremendous service for me in my business. With his help I have substantially grown my practice. He gives great strategic and practical advice.

Robert S. Pasick Ph.D., CEO Coach, Author and Founder of Leaders Connect