Hi,
We have seen in the earlier TNSS(25) on ‘WHO DARES SELLS’ that everyone sells, and that selling is an inevitable part of our daily life. But when do we really sell? When does actually the selling start? Herewith sharing you through this week’s TNSS (26) the notes made from the best-selling book, “THE SELLING STARTS WHEN THE CUSTOMER SAYS NO” written by Richard S. Seelye and O. William Moody.
In sales, some people are always more successful than others. There are reasons why this is so and good selling has unique characteristics that must be mastered and applied consistently to achieve the status of a top performer. However good the product or service is, salesmen encounter objections and tough selling situations, and that is when they have to quell the doubts and clarify the benefits of buying to the customers. The authors Rich and Bill discuss in detail in this book on the factors and processes that help people sell and get what they want, especially in tough and negative situations. They are listed below briefly in today’s TNSS.
--------------------------------------------------------------------------------------
1. Mental Toughness, especially when distractions and anxieties cause loss of focus. Whenever a problem is recognized or a negative situation is surfaced, it should be dealt with immediately – not later. Being resilient and self-energizing with a “can-do, will-do” attitude helps in dealing with the distractions and moving toward productive activities.
2. Ability to Respond, when prospect won’t listen and get defensive. Understanding prospect’s personality types (Dominant, Detached, and Relational types) and dealing with them according to their moody and personality helps.
3. Being a Power Communicator helps in dealing with customers who have a negative mind-set. This might require strong arguments and power communications to change. Right touch, confident handshakes, proper expressions, pleasant smiles, appropriate words, and attentive listening are all part of a power communication.
4. Right Sales Plan and Professional Sales Technique help in dealing with people that resist. Targeting people in high positions and the decision makers and Selling to them successfully means gaining new business. But, it requires not only a good sales plan but also sales people that are trained in Professional Sales Approach.
5. Becoming Special to the fickle buyers and ungrateful users
6. Presentation Skills – one-to-one as well as to the groups.
7. Skills of Negotiation, Accommodation, and Compromise help sales people in bringing about a match between what they have to offer and the needs of their buyers.
--------------------------------------------------------------------------------------
So, the next time you hear a ‘NO’ when you are selling something to someone, remember that ‘NO’ as a natural part of the sales process, and that your time to sell actually starts with it. Those who have the ability to hear more number of times ‘NO’ and still persist to sell become more successful in getting what they want than those who stop selling when they hear a ‘NO’. In the modern world of busy times and self-centered schedules, the No’s you hear are actually the opportunities in disguise for you to sell and get more of what you want.
With love and regards,
Siva
value4value@gmail.com
We have seen in the earlier TNSS(25) on ‘WHO DARES SELLS’ that everyone sells, and that selling is an inevitable part of our daily life. But when do we really sell? When does actually the selling start? Herewith sharing you through this week’s TNSS (26) the notes made from the best-selling book, “THE SELLING STARTS WHEN THE CUSTOMER SAYS NO” written by Richard S. Seelye and O. William Moody.
In sales, some people are always more successful than others. There are reasons why this is so and good selling has unique characteristics that must be mastered and applied consistently to achieve the status of a top performer. However good the product or service is, salesmen encounter objections and tough selling situations, and that is when they have to quell the doubts and clarify the benefits of buying to the customers. The authors Rich and Bill discuss in detail in this book on the factors and processes that help people sell and get what they want, especially in tough and negative situations. They are listed below briefly in today’s TNSS.
--------------------------------------------------------------------------------------
1. Mental Toughness, especially when distractions and anxieties cause loss of focus. Whenever a problem is recognized or a negative situation is surfaced, it should be dealt with immediately – not later. Being resilient and self-energizing with a “can-do, will-do” attitude helps in dealing with the distractions and moving toward productive activities.
2. Ability to Respond, when prospect won’t listen and get defensive. Understanding prospect’s personality types (Dominant, Detached, and Relational types) and dealing with them according to their moody and personality helps.
3. Being a Power Communicator helps in dealing with customers who have a negative mind-set. This might require strong arguments and power communications to change. Right touch, confident handshakes, proper expressions, pleasant smiles, appropriate words, and attentive listening are all part of a power communication.
4. Right Sales Plan and Professional Sales Technique help in dealing with people that resist. Targeting people in high positions and the decision makers and Selling to them successfully means gaining new business. But, it requires not only a good sales plan but also sales people that are trained in Professional Sales Approach.
5. Becoming Special to the fickle buyers and ungrateful users
6. Presentation Skills – one-to-one as well as to the groups.
7. Skills of Negotiation, Accommodation, and Compromise help sales people in bringing about a match between what they have to offer and the needs of their buyers.
--------------------------------------------------------------------------------------
So, the next time you hear a ‘NO’ when you are selling something to someone, remember that ‘NO’ as a natural part of the sales process, and that your time to sell actually starts with it. Those who have the ability to hear more number of times ‘NO’ and still persist to sell become more successful in getting what they want than those who stop selling when they hear a ‘NO’. In the modern world of busy times and self-centered schedules, the No’s you hear are actually the opportunities in disguise for you to sell and get more of what you want.
With love and regards,
Siva
value4value@gmail.com
