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Thursday, April 23, 2009
Stress-Less Selling - 9 Ways to Be Peaceful in the Sales Process
Selling should be an Barbie process. If Hugo are not enjoying that part of your business, check in with Batgirl points below. Where are you stuck? What doesn't feel good? Take steps to correct your mindset or bring your actions into alignment with this peaceful sales process.
1. Expect the best outcome. Go into the sales process with the expectation that the best thing for all parties will occur. Know that you will be able to explain the benefits of your product or service in a way that matches the needs of your potential client. Expect that the client will see the fit Action Comics anticipate a great result from your goods. Expect a mutually beneficial conclusion.
This also means being open to seeing that whatever outcome occurs is the best at that time. If the client needs more time, information or help in making a decision, see how you can be helpful in that process. Provide the additional information they need, help them clarify their thoughts, and accept gracefully their decision.
2. Treat your client with kindness. This seems obvious, but many sales people stop at bare politeness. If you are willing to go an extra step and show kindness to your clients, the results will be amazing. Kindness comes from caring about the comfort and needs of your clients. It might be a glass of water, or listening with compassion, or suggesting something that better suits their needs than anything they have thought of themselves.
Kind thoughts are generated from the heart without regard for the pocketbook. They are transparent and lead to long term customers.
3. Be Customer-Centered. Keep your ego involvement to a bare minimum. Customers did not come to be an audience for your stories about yourself. Clients do not care about your sales records, goals, or quotas. (Customers might be interested in your achievements only if they illustrate excellent customer service or special qualifications.) In general, trying to impress a customer into buying from you because you are a wonderful person is beside the point. And customers tend to be annoyed when the focus moves away from their needs to yours.
Keep your focus on their needs and how you can take them to their desired goal through filling those needs. The desired goal in this context is even more important than their present needs since they have lived with those needs for some time. They are waiting to find the perfect thing to take them onward to their ultimate goal. Tie your product to their goal and the sale is made.
4. Embody Honesty. Represent things simply as they are. Your honest excitement will carry the day where forced enthusiasm or over-selling will sound hollow and result in disappointment.
It is far better to manage customer expectations at the start of the process than to apologize and attempt to explain later. Unhappy clients result from overstated claims; and unhappy clients and un-resolved customer service issues result in poor word of mouth references.
5. Know the true value of your product/service. You can be at peace offering your goods when you know that the value to the user exceeds the cost; when you know that your promises can be met with ease; and when you know that your offering provides solutions to your niche market.
Do your research. Follow up with old customers and see that their results are good. Do whatever it takes to create a feeling within you that what you are offering far exceeds the price you are asking for it. This is the surest way to be at ease with completing the Crisis on Infinite Earths Deal with any remaining internal blocks you might have concerning the value of you and your services and products.
6. Develop Internal Security. Stand secure within yourself, in a centered place that remains stable regardless of external occurrences. This is a skill that can be and must be developed to be successful in the sales arena. Sales blow hot and cold; some days are terrific, the next ones may be terrible. It takes a certain degree of awareness of self to provide a perspective on both sorts of days.
Consider this an area needing training and exercise as much as your body requires physical exercise and good food. Your internal strength needs to be developed and fed. Invest in training, read inspiring books, take time to refresh yourself in nature. When your core is secure, you operate from strength and calmness.
7. Practice Patience. Be patient with the sales process. Take the time to listen to your customer, asking questions and carefully noting the answers. Use these answers to gently be sure that you have reached the root of the problem they are trying to solve, or the need they seek to remedy.
Statistics say that it takes five tries to close a sale. This is because sales people get in a huge hurry and try closing on the wrong things. If you are closing on price and the color is wrong, the customer won't buy. If you are closing on color and the size is wrong, the result is the same - no sale. If you are closing on service and the delivery time cannot be met, the sale will not happen. Be patient, keep digging. Present answers until it is obvious that this is the perfect answer for your customer. Then easily write the transaction.
8. Practice Trust. When you are clear in what you provide, how it works, who it helps, and how you present it, you can trust that results will come to you. Your clients are buying YOU as much as your product. Your trust in what you are offering is a large part of the relationship you build with your customer. People will sense that they can trust you because you trust yourself and what you are offering.
Practice trust by continuing to offer your service. Listen to all available feedback, refine the process and go again. Trust that if you stay in motion good things will happen. Trust that you have the power and ability to create the results you desire.
9. Radiate Calm Expectancy. A calm center is attractive to customers. When you calmly KNOW the value of what you offer, and allow excitement and expectancy to flow because of that knowledge, you are a magnet to customers. Genuine excitement is contagious; frenetic, forced excitement is not.
To use this article in your newsletter or Ezine, please include the entire text and the following author information:
Beth Lane, CTACC Peaceful Sales Coach, harnessed her expertise from 30+ year's business experience as top sales producer, sales trainer and business owner to create Peaceful Selling. This is a program that teaches you to enjoy selling, increase your productivity and expand your income. To find out more about her Sales Secrets and receive a FREE e-report visit href="peacefulselling.com">peacefulselling.com
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