Don't you just Hate to sell? Oh sure, you don't mind talking
about your product/service.
Because you know your product/service inside out. You can recite
the features at a drop of a hat. In fact, you've read &
memorized so much technical data that the support staff asks you
questions.
You've even remembered to state a feature and then add it's
benefit too. As in, and here's what that means to you, Mrs
Customer...
You know so much about your offer that you can talk about it
until your suspect/prospect ears bleed. Talk. Talk. Talk.
Is this you?
You've got the product/service info down cold. You even talk
feature then benefit. You may even handle the most common
objections during your *presentation*.
But you still Hate to sell?
You can't look'em in the eye and ask'em if they're ready to get
started enjoying benefit, benefit now?
Then shut up and wait until you get their answer?
If that describes you, great!
*You are only two steps away from being a Sales SuperStar*
The reason you're afraid to look'em in the eye and ask'em if
they'll ready to get started enjoying the benefits they
expressed most interest in -- and then keep it zipped until they
answer -- is because you're afraid they won't buy!
The reason you have a hard time asking questions and waiting for
a complete answer is -- you're afraid that you didn't do a
super, super job with your presentation -- Again you're afraid
they won't buy!
And the reason you hate to sell -- you think it's all about YOU.
You're afraid they won't buy -- YOU!
*Your Two Steps to Becoming a Sales SuperStar*
1) Take YOU out of the selling process.
Ask questions and let THEM tell you why they need your
product/service. In other words. Qualify, qualify. Then
re-qualify. If your suspect does not qualify, great, they're not
a prospect.
Wonderful. Move on to the next suspect. Teach yourself to ask
questions that will make your suspect qualify themselves
quickly. Sort - Don't Sell. Sort - Don't sell.
IF you'll let them, they'll sell themselves. Of course it's
easier for you to talk, talk, talk.
If everyone says you're a good salesperson because you're such a
good talker...Baby you're in Big Trouble.
2) Fall in Love. Yeah, I'm serious as a letter bomb. Fall in
love with -- YOURSELF!
You will never receive all that *you deserve* until you fall in
love with - YOU. But be prepared. You have years of brainwashing
to trash out. But you can do it. If I can, anyone on God's sweet
planet can too.
If you're a subscriber to my Free Newsletter *The Home Grown Biz
Advocate* You get a free book that will teach you a simple
method -- to fall in Love with Yourself.
Note that I didn't say easy. I said simple. And I'm available
for a little coaching. If that's what it takes.
* * * * * * * * * * * * * * * * * * * © Copyright 1996-2001,
edward thorpe, All Rights Reserved * * * * * * * * * * * * * * *
* * * * NOTICE: You may publish this article in your ezine
and/or web site. No changes. Resource Box Must Be Included .
|
