Faulty Sales Technique

Written by Phillip A. Ross

Faulty Sales Technique

Salespeople are both a blessing and a bane to every industry. You can't live with them, and you can't live without them.

“How are you tonight, Mr. Smith?”


“Glad to hear it! Mr. Smith, my name is Phil, and I'm calling…” Click.

Salespeople are always people people. People have to love people to do sales becauserepparttar life of a sales person is filled with people. Most sales people are natural people people before they enterrepparttar 127236 sales market. That’s why they go into sales!

Then comes sales training, andrepparttar 127237 natural people person gets canned. No, she don't lose her job. Rather, he is forced to learn and use a canned sales spiel and proven sales techniques. Much has been written about sales. And a lot of it is great, but a different lot of it isn't.

Sales Training Contradiction The other night I stumbled across a blaring contradiction inrepparttar 127238 literature that puts sales people in an impossible bind. Every sales person is taught two fundamental sales techniques that are in stark opposition to each other, and few people seem to be aware of it— not evenrepparttar 127239 sales people who use them. Perhaps this contradiction contributes torepparttar 127240 fact that sales people generally have a poor reputation. This contradiction may help explain why identifying one’s self as a sales person so often engenders a smirk.

The Art of Listening The first of these contradictory techniques involvesrepparttar 127241 art of listening. Sales people must listen to customers in order to understand their needs, so that they can shape their sales approach to fitrepparttar 127242 needs ofrepparttar 127243 customer. The sale must be tailored torepparttar 127244 needs ofrepparttar 127245 customer.

The customer is supposed to be king. Customer service is allrepparttar 127246 rage. The customer isrepparttar 127247 boss. Thus, listening to customers is good. Everyone could benefit from listening more— and from listening better. People often talk past one another, each person fully committed torepparttar 127248 sound of his or her own voice. Things gets said, but not much is heard.

The Problem of Hearing Listening is essential. A sales person who doesn't listen is a pain belowrepparttar 127249 belt. But so is hearing. The difference between listening and hearing is crucial. Listening to someone means that you understand what he has said. But hearing someone means that what she has said has caused a change or adjustment in your thought process, or even your life. To hear something is allow what you hear to change you.

Listen Your Way To Sales Success!

Written by Kelley Robertson

You have permission to publish this article in your ezine or on your web site, free of charge, as long asrepparttar bylines are included. A courtesy copy of your publication would be appreciated.

"Listen Your Way to Sales Success"

There are many factors and variables that affect our sales on any given day. There is however, one key skill that will increase help you increase your sales immediately.

Listen to your customer!

That's it! That's all it takes to close more sales. Sounds simple doesn't it? Unfortunately,repparttar 127235 majority of salespeople fail to do this.

Inrepparttar 127236 countless sales transactions I watch, I notice that most salespeople don't ask their customers enough questions. Sure, they generally uncover a few basic needs thatrepparttar 127237 customer has. They know what they're looking for in a product with regard to features, specifications, color, and price.

What they don't do is probe to uncover additional information aboutrepparttar 127238 customer. They don't ask them why they want that specific product, or why they're considering our store. They don't learn whererepparttar 127239 customer has been shopping or what they've seen. They don't ask what they like and/or dislike aboutrepparttar 127240 other stores they've been in to. They don't find out what their hot buttons are or what makes them tick or what will motivate them to buy. They fail to gather enough information!

I believe that there are two primary reasons for this. First, we don't believe that people will give us this information. The fact is, people will tell you anything you want to know providing they trust you and as long as you askrepparttar 127241 right questions inrepparttar 127242 appropriate manner. For example, if a customer tells you that they are buying a product because they are going on a vacation, do you ask where they are going? Do you show interest in their holiday or are you too concerned with closingrepparttar 127243 sale? Are you more interested in your personal problems or watchingrepparttar 127244 clock to care? In many cases, we are so preoccupied with something else that we miss vital clues customers give us.

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