The "Wall of Defensiveness": 7 Ways to Tear It Down

Written by Ari Galper


Continued from page 1

4. Don't try to overcome objections. Overcoming objections doesn't build trust. Instead, it only associates you withrepparttar negative stereotype of a salesperson who has been trained to moverepparttar 127130 sales process forward atrepparttar 127131 prospect's expense. When you hear an objection, diffuse it and re-engagerepparttar 127132 conversation on your prospect's terms.

5. Learn to diffuse sales pressure. Hidden sales pressure isrepparttar 127133 root of all sales woes. Diffuse it atrepparttar 127134 beginning ofrepparttar 127135 relationship, and you'll never have to deal with it again. Shift your mindset and change your language so it reflects you being your most natural self. The most sophisticated sales strategies inrepparttar 127136 world won't make any difference if you don't know how to diffuserepparttar 127137 sales pressure that prospects are only too quick to sense--and back away from--in any buyer-seller relationship.

6. View prospects as potential friends, not as sources of commissions. If you see dollar signs instead of human beings when you're with prospects, they'll sense your attitude and see those dollar signs in your eyes. Keep your conversations human by always viewing your prospects as people who have potential problems that you can solve.

7. Acknowledgingrepparttar 127138 sales game diffusesrepparttar 127139 pressure. If you find yourself in a sales situation that puts your relationship with your prospect at risk--for example, a prospect promises to call you back but doesn't--callrepparttar 127140 "game." Call your prospect and say simply and gently that you really don't wantrepparttar 127141 relationship to degenerate intorepparttar 127142 stereotypical cat-and-mouse sales game. Your message should always be, "Our relationship, not my commission, is my priority."

The bottom line of all this is: You can no longer rely on what you are selling to distinguish yourself, because there's just too much competition out there. Instead, you must focus on how you're selling. That'srepparttar 127143 only thing that will make you different from everyone else.

With a Masters Degree in Instructional Design and over a decade of experience creating breakthrough sales strategies for global companies such as UPS and QUALCOMM, Ari Galper discovered the missing link that people who sell have been seeking for years.

Visit http://www.unlockthegame.com to get his free sales training lessons.


7 Pitfalls of Using Email to Sell

Written by Ari Galper


Continued from page 1

3. Remove your company name fromrepparttar subject line. Whenever you put your company and solution first, you createrepparttar 127129 impression that you can't wait to give a presentation about your product and services. Your subject line shouldbe a humble reference to issues that you may be able to help prospects solve.

4. Stop conditioning your prospects to hide behinde-mail. When you e-mail prospects, it's easy for them to avoid you by not responding. Also, they get used to never picking uprepparttar 127130 phone and having a conversation with you -- and they may want to avoid you because they're afraid that, if they show interest in what you have to offer, you'll try to close them. This creates sales pressure --repparttar 127131 root of all selling woes. This avoidance becomes a vicious circle. If you learn to create pressure-free conversations, you'll find that you'll start getting phone calls from prospects who aren't afraidto call you.

5. Avoid using e-mail as a crutch for handling sticky sales situations. Are prospects not calling you back? Many salespeople who call me for coaching ask how they can get themselves out of sticky situations with prospects -- butrepparttar 127132 e-mails they've sent have already triggered those prospects to retreat. It's tricky to come up withrepparttar 127133 correct softening language in an e-mail that will re-open a conversation with a prospect who has decided to close off communication --direct, person-to-person phone calls or meetings are much easier andmore human.

6. Avoid using "I" and"we." When you start an introductory e-mail with "I" or "we," you immediately giverepparttar 127134 impression that you care only about selling your solution, rather than being open to a conversation that may or may not lead to a mutually beneficial match between what you have to offer andthe issues your prospect may be trying to solve. If you can change your sales language to a natural conversation, your prospect will be less likely to stereotype your message as a spam solicitation.

Finally...

7. If you can, stop using e-mail selling altogether. There is a way to renew your confidence and eliminate your reluctance to picking uprepparttar 127135 phone and have pleasant conversations with potential prospects. Learn a completely new way of working with gatekeepers that will get you past voicemail and to your decisionmakers withoutrepparttar 127136 rejection and frustration that are inevitable with traditional selling approaches.

For all these reasons, you should think of e-mail as your last resort. If you can learn to pick uprepparttar 127137 phone without fear, start a trusting conversation with a gatekeeper, learn how to go beyond voice mail and find your decisionmakers, you'll joinrepparttar 127138 thousands of people who have maderepparttar 127139 breakthrough torepparttar 127140 most natural and efficient way of generating sales opportunities.

With a Masters Degree in Instructional Design and over a decade of experience creating breakthrough sales strategies for global companies such as UPS and QUALCOMM, Ari Galper discovered the missing link that people who sell have been seeking for years.

Visit http://www.unlockthegame.com to get his free sales training lessons.


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