Cancel anytime. If you flick through the pages of typical sales books and sales training materials, you will find a constant flow of sales messages like, "focus on closing the sale", "overcome objections", "be relentless", "accept rejection as a normal part of selling", "use persuasion to get useful information about your prospects", and "chase the sale". For the customer, this approach is transparent and all too familiar. Crossing social boundaries and adding pressure to the sales process makes it a gut-wrenching and painful process.
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Sales pressure and the reaction to it, rejection, is triggered by the person initiating the sales relationship. Because all you know, is what you know. When your prospect feels genuinely understood by you, and that you truly care about solving their problems, then you are much closer to making a sale.
The more you enter a conversation thinking from your point of view, and talking about what you have to offer, the more sales you lose. These 10 principles are the core behind the Unlock The Game Mindset.
Look for what the other person is thinking and whether there is actually a real possibility of a fit. Do not assume they should buy what you have. Aim to connect, not force or persuade. Help your prospect solve their problem, instead of referring to your features and benefits — this centers the conversation on the other person.
Focus on the beginning — not the end. Be sensitive to the early interaction with your prospect — keep your mindset stay in the present moment and avoid pushing forward where you want to go — which you can only guess at best. Avoid chasing prospects — behave with dignity.
Create a pressure-free atmosphere — set a tone of equality and mutual respect — strive to be regarded as a helpful human being instead of a typical sales person.
Connect with your prospects rather than work through a list. Focus on how to make a true connection with each prospect — this naturally helps build trust — think about and discuss their issues, not yours.
Creating trust with your prospect is your primary goal — not making the sale. Creating genuine trust is the essence of building real relationships — real relationships turn into more sales. Diffuse any pressure that you sense in the sales process. By diffusing the tension and pressure in the sales process between you and your prospects, you bring both of you closer to an honest and truthful conversation.
By having a deep understanding of the problems that your prospects experience everyday, the easier it will be for you to really feel that you know and care about their situation. Use the Unlock The Game Mindset — both in your business and personal life because relationships are the same in both worlds.
About Ari Galper
Sales pressure and the reaction to it, rejection, is triggered by the person initiating the sales relationship. Because all you know, is what you know. When your prospect feels genuinely understood by you, and that you truly care about solving their problems, then you are much closer to making a sale. The more you enter a conversation thinking from your point of view, and talking about what you have to offer, the more sales you lose.
The real deal: Ari Galper
Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. The format made it quick and easy to understand. Since then, and for over 25 years, he has read hundreds of books, tested countless strategies, and interviewed dozens of the best salespeople to figure out what sets the extraordinary ones apart from the rest. Aurel Ghidoveanu rated it it was amazing Mar 25, I mainly focus on selling commercial insurance. No one likes to be pushed and no one wants to talk to someone who is only out to get what they want. Download it once and.
Unlock the Sales Game