Refocus Your Energies – Increase Sales

by Howard Maslich, Specialized Training Services Inc

Have you ever encountered that very wobbly sales person who so desperately attempts to sell you their product? As a consumer, you probably just answered yes to the above question and consequently, as a salesperson you just discovered how to increase your sales.

Back to that uncomfortably intense needy sales person, did you buy what they were selling? If you didn’t it typically was because you weren’t comfortable, confident and sure of the person selling you the product as opposed to the product itself. They hit your wall, head first, and didn’t stand a chance, but their failure doesn’t stem from their direct contact with you; it began the moment they decided to dial your number or knock on your door. To them, you are a prospect and they have one goal, to sell to you. The problem with their approach is focus.

Many sales jobs are commission based and therefore your sole or primary source of income. Focusing on the fact that you have bills and a mortgage riding on the shoulders of every attempted deal, layers a ton of obesity on top of your sales pitch, if when delivering it your necessities are your focus. To lose that extra weight shift your concern from “What’s in it for me?” to “Is it right for them?”

The “What’s in it for me?” focus detracts from your ability to connect and create a relationship with your prospects. While it may be difficult to place your primal needs on the back burner while trying to earn a living, doing so will ultimately gain you more income than you anticipated. What’s so superb about redirecting your attention to an “Is it right for them?” focus is that it gives you the opportunity to become a part of your prospects thinking and shopping process. In today’s market people are buying solutions not products, so if your product doesn’t assist in solving a pressing need for your prospects, they aren’t likely to purchase it right away.

Essentially you’ll be fashioning a direct line of communication with someone who’s a fitting candidate for your service or product, whether they are motivated to buy from you expeditiously or not. Doing so will provide a durable foundation for your follow up communications, not to mention that if they like you, they’ll likely recommend you to friends and family while always keeping you in mind when they consider the product you’re selling and the solution it could provide for them.

It’s time to refocus your attention and intentions so that you can start making more sales by generating positive relationships and earning increased referrals!

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