Don't Be Like Needle Nose Ned

Written by Kevin M. Stirtz

Inrepparttar 20 years since I was in college I have read a lot of books and articles on how to sell and I've attended a lot of sales classes and seminars. I've even taught a few classes and I've written a few articles about it. In this time I have seen a lot of different theories on how to sell.

One theory of how to sell has never worked for me. I call itrepparttar 138375 "Needle Nose Ned" school of selling. It's named forrepparttar 138376 pesky insurance salesman named Ned fromrepparttar 138377 movie "Groundhog Day". If you've seenrepparttar 138378 movie, you no doubt remember Ned. No matter what your situation is Ned will try to sell you insurance. And if you already have insurance, he'll try to sell you more.

In Ned's view ofrepparttar 138379 world, everyone needs what he's selling, whether they really need it or not.

It seems there are fewer of these salespeople around these days (thank goodness) but they do still exist. They are only concerned with selling you what they have available. Somewhere, sometime, someone told themrepparttar 138380 way to sell is to ask everyone they see if they want to buy what they have. They don't worry if that person would never, ever have a need for what they're selling. They just ask, ask, ask. as ifrepparttar 138381 act of asking will somehow make people want what they are selling.

I know inrepparttar 138382 past I have said you need to ask forrepparttar 138383 order. And you do. But,repparttar 138384 "Neds" ofrepparttar 138385 world take it too far because they ask everyone regardless of their interest or need.

The key in selling anything is to spend your time with people who have an interest in what you can do for them. Notice I didn't say need. A need that is ignored might as well not even exist. For someone to buy from you they first must be interested in what you have to offer.

Tips On Overcoming Sales Resistance

Written by Ken Levine

Tips On Overcoming Sales Resistance When your clients and prospects resist your sales presentation are they really saying NO or are they asking you questions in order to make an informed decision? Resistance can come in a variety of forms: The client may not like you, they may not like your product or service or they simply would preferrepparttar status quo (change is not an option.) Ifrepparttar 138374 prospect doesn’t like you, you may never be able to recover. People buy from people they like and people who they perceive are like them. If you don’t establish a strong relationship with your prospect right fromrepparttar 138375 beginning, no matter how good your product or service may be, you probably will not be able to give it away. Inrepparttar 138376 first meeting with your prospect, focus onrepparttar 138377 relationship not on selling. Work on developing your relationship and establishing credibility with your prospect. How do you distinguish yourself fromrepparttar 138378 competition? one wants to be sold anything, however, most of us love to make an informed decision to buy a product or service. Give your prospectrepparttar 138379 respect they deserve. Ask questions: Do you have an agenda for this meeting? How did you get into this line of work? What strategies have you used to create your current success? What arerepparttar 138380 problems that you see limitingrepparttar 138381 future growth of your business? Are you always prepared with a list of powerful, impactful questions to ask your clients and prospects? How much time do you spend preparing for each sales call? Do you just show up and hope everything will turn out OK? Adequate preparation and well thought out questions could very well makerepparttar 138382 difference in establishing your relationship and credibility with your prospect as well as a creating successful outcome. If your prospect is resistant to your service or product, how do you overcome their objections? Is your product or service an investment to your client to help him/her solve a problem and improve bottom line profits or is it viewed as an expense? Have you been able to determinerepparttar 138383 real reasons why you are getting resistance? Picture an onion – your job is to peel back each layer ofrepparttar 138384 onion until you get torepparttar 138385 core ofrepparttar 138386 onion andrepparttar 138387 real problem thatrepparttar 138388 client is facing. Then and only then will you be able to present alternative solutions to help your prospect solverepparttar 138389 problem. NO PROBLEM...NO SALE!!! NO PAIN FOR THE PROSPECT…NO GAIN FOR YOU!!! Can you show an ROI forrepparttar 138390 product or service you are offering?

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