It’s time to stop selling.

Stop the hardcore, high pressure sales tactics that we’ve see on Wolf of Wall Street.

People are savvy now; they can spot a sales pitch a mile off and generally don’t want to hear it.

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What most people think of when they think of selling…

 

When it comes to making sales people are generally very nervous, believing they need to act like the proverbial second hand car sales man that we’ve all seen or heard about.


This is someone who thinks that pushing really hard for the sale still works and that it’s possible to get a potential client to part with their money by using out dated tactics to push the prospect into a corner where they will make the purchase just to get the sales person off their back.


Or the telesales rep that comes over all sleazy on the phone.


People get fed up with listening to the following…


“hi, how are you today, my name is XXXXX and I’m calling you from ABC Company” then the sales person continue to talk over the potential client trying to tell them what they have to offer!


They barely take a breath, desperately trying to talk their prospect into the sale.


They haven’t stopped to listen to any objections that might arise, they haven’t given the thought to now might not be a good time and most times they don’t even know whether the service is a right fit for the prospect or that they can afford to buy it.


They just push on through the pitch with no structure in a way that makes the prospect feel uncomfortable.


This is what most people think of when they think of selling and it’s the sort of nonsense that’s puts people off wanting to sell, if you have never had to start promoting and selling your business before it is easy to believe you have to act this way and it feels wholly uncomfortable.


Instead start


INTRODUCING – tell people why you are calling to introduce your services.


PRESENTING – tell them about your services.


ANSWERING – allow them to ask questions and give them the solutions.


ADVISING – advise them on why your services could work for them.


But above all else LISTENING – hear what they have to say, understand from their perspective and empathise with their issues.


People want someone to connect with, they want someone who understands what they need and can offer the solution and this can take many engagements before someone is ready to buy from you and not every prospect will turn into a client but be patient and take time to really get to know your prospective clients.


Make sure you are speaking to the right prospects too; they need to be people who may want or need your services or you will be wasting your time and theirs so do your research first.


Can they afford you, do they need what you sell, why would it benefit them, what features would they like, what outcome are they expecting? There are many questions the are required to make sure a business is suitable for your service.


But ultimately it is worth taking the time to really engage and listen to the prospect.


It can take many conversations before someone signs up with you so be patient not pushy and you will find all the answers you need to make sure they will be the right client for you and that you can truly provide the service they are looking for.


There really is merit in building relationships and developing existing customers with patience and skill, not only to gain the initial sale but in some cases the right client will buy time and time again and be happy to recommend you too. 


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“My name is Sarah-Jayne Astral founder of the Leads to Sales Accelerator which was created for business owners who are amazing at what they do but need more clients.

I have owned various types of business and been at the the forefront of sales and marketing for over 25 years and now focus on helping business owners generate quality leads and convert those leads into sales.

But that’s not all, from there I show you how to put the right systems in place that will allow you time to do what you’re good at – delivering an excellent service – whilst knowing you have a consistent flow of prospects and a solid revenue stream”

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To find out more about how the Leads to Sales Accelerator programme can work for you just click the link below to book a free consultation