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One of the biggest challenges all salespeople face is what I call “Pretence of Knowledge.” So many salespeople ‘know’ what the customer wants and so they present, present, present, at the first opportunity and then wonder why they walk away empty handed.

A great deal of misinformation is out and about regarding sales. Personal interaction, be it in life in general or sales specifically is an evolving and dynamic process. What was acceptable some years ago is simply just not appropriate anymore. That is not to say that the basic fundamentals of selling have changed, just the context in which we sell.

It used to be that buyers knew very little about what they wanted to buy and the salesperson was the expert. This lead to many manipulative practices and much bitter experience for buyers. Have you ever been ripped off? How did you feel? I rest my case.

These days people are very well informed and, in most cases, know at least as much as the salesperson. So we come to the age of relationship selling. Develop rapport and get the prospect to trust you and Bob’s your uncle. Not so fast.

Certainly develop rapport, it’s critical because people will buy from a salesperson with credibility. But credibility must be earned. Funnily it’s not earned by you talking, or convincing, or presenting.

It’s by BEING INTERESTED IN THE CLIENT. JUST HIM.

You cannot satisfy a prospect’s needs and wants unless you know them. Often they don’t really know their needs and wants. They have some vague idea that they need to do something, but they’re not sure what. Most people make buying decisions on the basis of feelings rather than rational, analytical decisions.

So, what’s the tip?:

ASK QUESTIONS.  ASK QUESTIONS.   ASK QUESTIONS.

You cannot learn unless you ask questions. Questions direct focus and when you direct the prospect’s focus they will unearth their needs, rather than wants and then you can match what you are offering to what they need.

The other, vital aspect of the equation is to LISTEN. LISTEN AS IF YOUR LIFE DEPENDS UPON IT.

Beacuse, if you job supports your living, then listening is the single most important action you can do.

So, to sell successfully it must be all about them, ask questions, listen attentively and you will find, if your interest is genuine, selling becomes helping a friend get what they want AND need.

Live Well,

Olle Lind

We all know what sales is about, don’t we? Well, when I see the efforts of many sales people I begin to doubt they really understand the true purpose of sales. You see, it can be viewed in so many ways and the purposes from each viewpoint may seem to be at odds.

For example, the sales person may see what they do as reaching quota to hold onto their job, or as a means to increase comission and enhance their survival. Some customers may even see the sales effort as a threat to their survival. You know, if the sales person wins, everyone else loses.

Maybe we should, as the renowned French Philosopher Voltaire was so fond of doing, define our terms to reach a common understanding, Once this is achieved, then some sense may be made of the subject. Let’s look at the term ‘Sales.’

It could be termed “A method of exchanging goods and services for money or kind where both parties achieve a particular benefit that is balanced.”

That sounds pretty reasonable, wouldn’t you agree?

Aha, there I go, selling to you. How? By eliciting agreement. A sale is achieved by achieving a continuing and growing number of agreements. If you look further you see that the agreements must enhance the survival of both parties. Once achieved, you have an exchange that both parties are happy with.

How does this translate into a sales tip?

EASY

All you have to focus on when you approach a prospective client is that your concern must be to provide a benefit that is recognised by the prospect as such. That’s all.

If you focus on how whatever you are selling provides a benefit for the client, and make sure you receive fair exchange, you will sell.

People are intuitive beings and they will pick up on any lack of ethics or uncertainty on your part. People buy from people they trust, not necessarily those they like. If you honestly believe in your product you will sell. If you do not you will find ways to fail.

Be honest, firstly with yourself, then in all your dealings and you will be successful. The degree of your success will depend on you.

Live well,

Ollie Lind

Much of the work I do with Sales people revolves around the use of the telephone. We have all  heard the telemarketers who are poorly trained. It is obvious they are reading from a script. They sound like a machine and their responses to questions can be laughable.

I am a great believer in the unspoken messages we all send. I call it subtext. It is a powerful medium that, if understood and used ethically, can be very beneficial to both the sales consultant and the prospect. Now,  when you are on the telephone you are at something of a disadvantage as opposed to a face to face meeting. When you are in front of the prospect you have many opportunities to make a positive impression. Over the telephone you have only your voice.

I have noticed over the years that the greatest barriers any sales person faces is the negative opinion a person has of themself. That actually applies to people in general. Well, how do you overcome the butterflies in the stomach when faced with trying to get an appointment with someone you have never met,  who doesn’t know you and, to all intents and purposes, doesn’t want to.

What I tell my people is that, firstly, they have the right to exist in the situation. As a sales consultant they are entitled to ask for information and an appointment. After all, they are simply trying to help the prospect. The second thing I say is that they, as people, are very acceptable and they should simply be themselves on the telephone.

How can you do that when you don’t know the person and are unsure of the reception you will receive? My answer to that is to tell them to simply act as they would when conversing with a friend. What is the first thing you do when you see a friend; you smile. A positive response that sets the tone for the subsequent conversation. The important thing to recognise here is the effect a smile has on your voice. Somehow your voice reflects what is happening inside you and communicates this to the other party.

Often you only need one word from your significant other over the telephone to know something is wrong. The voice betrays it. Well, if you smile when you speak with a prospect it conveys a positive impression and invites a positive response. I recognise that a smile alone will not win you the appointment, but a positive start to any communication will set you on the path to success.

If you don’t believe me, just try speaking on the telephone with a scowl on your face and then replace it with a smile. The difference in response from the other end is magical.

Live well,

Ollie Lind

It has been a while since I last posted anything on the blog. I have had an eventful few weeks running sales boot camps. This is where I take, in this latest case, young, inexperienced people and introduce them to the exciting world of sales. I say exciting because it is, or can be if you approach it with the right viewpoints and attitude.

Yet there are more ex sales people than anything else. Why is this so? Well, the greatest challenge facing most people is making friends, facing new people and developing rapport. Why is this? Because life didn’t come with an instruction book and most people learn by the hit and miss method. Try something, if it doesn’t work, try something else. If that doesn’t work, give up.

I’m joking, I’m joking. The one thing you should never ever do is give up. By all means vary your approach, but keep trying. How often do we see two competitors battling it out on the sports field. Very often one individual is obviously more talented that the other, and yet so often the underdog wins. Why? He doesn’t know how to give up.

I believe that tenacity is the greatest single attribute any individual can possess. it will overcome any shortfall in talent or skill. Then, if you combine it with the ability to learn, you have the makings of a champion.

I have spent a lot of time training sales people with a deal of success. What I will do is issue a Sales Tip of the Week each week for the foreseeable future. I won’t give you some rehashed, tired old quote from another source, I will give you conclusions I have reached as a result of training courses I have run and results my people have achieved.

Here is the first SALES TIP OF THE WEEK:

DEVELOPING RAPPORT IN A FACE TO FACE SITUATION

Find something about the other person you can like or admire. Just be aware of it. You do not have to comment on it, or compliment the person on it. Just be aware of the favourable feature whenever you are speaking with them. Your admiration will communicate and the other person will feel better and not know why. We communicate on many levels and simply being well disposed towards another shines through.

Try it with anyone you meet. life will be smoother and easier. it’s like magic.

Live well,

Ollie Lind