If you work in sales & spend all your time pushing, you'll soon burn yourself out...
Yes, you'll get some sales.
But it's a very stressful way to live.
All of this...
- Forcing
- Persuading
- Pitching
- Convincing
- Pushing
The problem with this traditional sales approach is that it's based solely on the future state...i.e. buying your solution for a better outcome.
Yet, rushing to that point - without first understanding if the problems are either big or relevant enough - is why so many salespeople get a bad name, and the reason so many conversion rates are abysmally low.
People also hate being pitched or forced into anything against their will.
Particularly if your sole objective is to bank commission.
Instead focus on what they are doing NOW.
Explore this in depth -
- How are they currently getting the job done?
- What are the sticking points?
- Where do these challenges sit on their list of priorities?
- What happens if they continue as they are?
- How do they feel about It?
This will have the effect of pulling people in.
Because you're actually taking a deep interest in their business to understand if you can genuinely help.
And people will start to feel a lot more comfortable in opening up... helping you get to the sole objective of any sales conversation - the truth.
You're not just pushing product - like that typical salesperson - causing people to shut down.
That part of the conversation is WAY down the line...
Follow these 5 rules for much richer conversations based on actual reality: -
1 - Ask pertinent questions to understand problems, causes, and implications in their business
2 - Be really curious, see their world through their eyes
3 - Forget about selling anything
4 - Look for all the reasons they may not need what you have - bring them up
5 - Ruthlessly disqualify
Yes your pipeline will be slimmer...but watch as your conversion rates skyrocket.
And your commission cheques reflect just that.
For one simple reason -
Process > Outcome
