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It's no secret: Most sales
professionals are unhappier and unhealthier than ever before.
Why? Because they're operating in hostile, unwelcome selling
environments where many of their customers are out for blood!
There's no denying it: The average consumer is bombarded with
more sales messages than ever before: billboards, radio
commercials, TV, magazines,
the list goes on.
And whether you're a small business owner, retail clerk,
dentist, lawn care specialist, chiropractor, hairdresser, CPA,
or door-to-door magazine salesperson, there's something you need
to know:
Yesterday's sales training no longer applies to today's
fast-paced environment. What once worked for your predecessors
won't work for you!
In fact, some sales trainers promise results that can't be
delivered in any 21st century selling environment. If you're
planning on investing in any new programs, at least know what
you're getting yourself into...
Here are a few "myths" you DON'T want to learn in any
new program:
Myth #1: You need to be a "good talker"
Otherwise known as the blabbermouth syndrome. Blabbermouths
don't sell; they merely annoy people into handing over their
money.
They assume if they can fill every second of silence with
useless (or useful) chatter about how great their products
are---then every objection in the prospect's mind will magically
disappear.
This isn't selling; it's irritating.
Anytime a salesperson is talking, the client is formulating
objections. That's just the way the human mind works. Anytime a
salesperson is listening, the client is probably still
formulating objections...but at least the salesperson
will have an idea about what those objections might be.
Myth #2: You need to be a "good listener"
Most salespeople are good listeners...but good at listening for
what THEY want to hear! If you say to a salesperson: "I
really want to buy your product..." Chances are they'll
hear every word.
But if you say to that same salesperson: "Oh, I've changed
my mind...I don't want to buy this product." You'll
suddenly notice their eyes glazing over as they hear something
completely different than the words that came out of your mouth.
Many sales trainers teach their students to ignore objections
and to listen instead for psychological "hooks" or
"openings" that the prospect may either verbally or
non-verbally pass along.
The salesperson is then taught to use these hooks to manipulate
or cajole the prospect into buying what he or she has to offer.
Does this approach work? Of course it works. It's worked for
hundreds of years with interrogators and psychological
bullies. Does it work over a long-term relationship with your
client? That's something every professional salesperson should
be asking
themselves.
Myth #3: You need to have a lot of self-confidence
You only need a lot of self-confidence when you don't know what
you're selling.
If you "think" you're selling a food dehydrator or an
insurance package or cars...well, then, of course you need a lot
of confidence. (It takes confidence selling anything you can't
really sell).
Once you know what you're really selling and gain some skill in
selling it over and over again, you'll never even consider
needing any confidence...you'll just BE confident.
Myth #4: You need the ability to quickly size people up
An old teacher of mine once said: "The fool is a master at
judging other people and only the wise man is a master at
judging himself."
If you spend most of your time searching for your prospect's
weakness and then exploit it to your own advantage, you may end
up making the transaction, but there's no way in the world
you'll ever make any sales.
Myth #5: You need to "dominate" your prospect
You probably know when you're being manipulated or lied to...
most people have a sixth sense for this kind of treatment. Some
sales professionals think they can fool their prospects with
charm, flattery, and dramatic appeal, but these behaviors only
mask the underlying motivation behind every word the
salesperson utters.
Kierkegaard said: "A fool can always find a bigger fool who
admires him." But there is no bigger fool than the
salesperson who manipulates and strong-arms his prospects.
Most people are smart, they're not tricked by "covert"
forms of subtle-persuasion. It doesn't matter how clever or
disguised you think these kinds of strategies are: traditional
sales methods send up an immediate red flag in the mind of every
prospect you see.
Myth #6: You need to be one step ahead of your prospect
Here's a short dictum to keep in mind: Anytime you're one step
ahead of your prospect...
...your prospect has fallen twenty steps behind you.
Myth #7: You need special credentials
Some people will waste four years at a university getting a
fancy degree in sales and still not know how to sell.
Think about it: Entering an expensive university program won't
make you a salesperson anymore than entering a music store will
make you a musician. The only credential you need for sales is
the knowledge of what you're selling.
When you know what you're selling and possess the specific
skills of selling it over and over again---credentials or
not---you'll know how to make the sale!
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If you'd like to learn how to *effortlessly* convert 25-30% more
prospects into PAYING CUSTOMERS, check out my Free Report:
"How Any Ordinary Business Professional Can Turn Into An
Unstoppable
Selling Machine!" http://www.nosuckersales.com
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