Diffusing Sales Pressure
We each experience some sort pressure in any situation. With sales, the pressure can seem to become intense when you are ready to make that sale and for whatever reason, the sales is just not happening.
It is not only pressure for you, but can be pressure for those that you are expecting to do business with. The natural reaction for all of is to respond defensively when someone puts unwanted pressure on us. What causes pressure in sales?
- Pushing the sale. When setting out to make sales calls, your ultimate goal is to get the appointment or sale, but we cannot have that goal in mind when making the first call. The key to successful sales is relationship building. Once you create dialogue with your prospect, you will build trust allowing them to feel comfortable with you and your offerings. Changing your approach from the pushy sales pitch towards a comfortable conversation will boost sales and leave you feeling great at the end of the day.
- Script. Most of us use a script to some degree when making calls. It helps to glance at the script for those times when you lose your train of thought. Trying to control the conversation by using a script will result in a negative response from the prospect. All successful sales are those where the prospect is allowed to participate in the conversation, not forced to fill in the blanks.
- Talking about me. The opening line for any sales calls should start with a very brief introduction and then get into the needs of the client. Start your conversation by focusing on a need your prospect might have for your product or services. Building dialogue with the prospect will let you know where their bottom line is and help with current sales or long term sales for a lasting business relationship.
Trying to eliminate un-needed pressure from calling conversations will invite the prospect to respond warmly and end with a positive result. Calls today might not end up with an instant sale, but can be the start of a long term business relationship.