Home: Message List - How to sell without "selling"

Re: Lowest price, the best quality

rontowns25 — Thu, 17 Jul 2008 21:05:05 GMT

What is the best way to communicate to your prospect that you think of yourself as a consultant and are there to help them, not force them. How do you change the mindset of a prospect (especially consumers in a B2C setting) that you are not the jerk-off salesman?

Re: Lowest price, the best quality

Uncle Leon — Sat, 28 Jun 2008 20:16:54 GMT

Sure, babe...

Normally. a merchant can offer:

Low Price
High quality
Fantastic service

From the above list, you can get only one or two...but not all three. Some laws of business are similar to laws of physics...they just can't be broker.

Re: How to sell without "selling"

puzzleman — Fri, 27 Jun 2008 17:04:10 GMT

Like the others above, I put myself in a consultants role. I find that if I educate my customer about what I have and find out what their need is, we can usually come together. I don't push and in fact sometimes tell my customers that my product is too high in price and they wouldn't want it. Sometimes this negative way works as well because we all want what we shouldn't have.

Either way my job is to guide through a decision path, not force it upon them.
At the end of the path if we do business great and if we don't it okay.

Jim

Re: How to sell without "selling"

Uncle Leon — Fri, 27 Jun 2008 14:38:16 GMT

I fully understand what you mean. When I started "selling" my products in 1969, I was the typical high pressure salesman. Push, push, push, and never let go. My sales percentages and amounts were almost unbelieveable. But I noticed that I didn't have any repeat business.

Over many following years I studied and learned from many excellent sales people, until I finally developed and refined my ideal method.

The ideal sales person uses all the sales tactics proven over the years. But he does it gently., - in such a way that the client isn't aware that it is being done. Trial closes, tie-downs, overcoming objections and re-closing are still valid today. It just must be done without being offensive or obnoxious.

To address your specific need, I recommend reading a book on "SPIN" selling. With that method you ae becoming a consultant to your client and helping them solve their problems by utilizing your product for their benefit.

Re: How to sell without "selling"

rontowns25 — Thu, 26 Jun 2008 21:43:23 GMT

I believe considering yourself as a consultant is fantastic advice. The reason somebody, including myself, creates an image of a cheasy salesperson is because of the mental conditiong to this image that has taken place over my lifetime. Thinking of yoruself as a consultant rids you even of the "salesman" title. Fantastic advice!

Ron
www.readtheanswer.com/index.php?RTA=web2

Re: How to sell without "selling"

eversuhoshin — Thu, 26 Jun 2008 20:13:18 GMT

Hello,

I am also eager to sell. I think the best way to avoid your problem is to view yourself as a consultant, trying to maximize your customer's value and the fact that get paid by maximizing the value not selling the franchise. Also, maybe you should talk about the dream and the freedom a franchise could possibly bring and how that would make them feel better instead of yelling this is the best deal! Here are some resource that I hope you find useful when delivering sales pitches.

http://www.salesandmarketing.com/msg/cont
ent_display/sales/e3i1558dafff1c6bd90297ee
0e351a24a28

http://www.closerblog.com/Archives.asp

http://www.biztrek.com/articles/Creating%
20The%20Perfect%20Sales%20Pitch.htm

http://www.effectivemeetings.com/presenti
ng/delivery/sales.asp

http://www.tipstoolsandtricks.com/?cat=15

http://www.managesmarter.com/msg/index.js
p

http://www.mycustomer.com/cgi-bin/item.cg
i?id=133306&d=101&h=817&f=816

http://www.businessweek.com/smallbiz/cont
ent/apr2008/sb2008044_736977.htm?chan=smal
lbiz_smallbiz+index+page_top+small+busines
s+stories

http://www.4hoteliers.com/4hots_fshw.php?
mwi=2772

http://www.potentialsmag.com/msg/content_
display/sales/e3ib74c8e81c32458c26db4ee20b
e286df5

http://www.blueridgenow.com/article/20080
212/ZNYT04/802120338/1042/NEWS/ZNYT04/You_
Remind_Me_of_Me

Hope this helps. Please share other sales insights~

Thank you for your time and consideration.

Cheers,

Patrick

Re: How to sell without "selling"

delgadough — Thu, 26 Jun 2008 19:34:31 GMT

Hey Ron,

There is no way to sell without selling. If you love what you sell, it becomes natural. I dont like being that pushy salesman either. I sold mortgages and my heart was never in it. After about 6 closings i quit. I didnt believe what I sold. But now i own a gym and it becomes natural like I said because you cant put a price on your health. some people dont respect someone who steer them towards the closing of purchase and other like myself sometimes purchase just out of respect or being imprssed of sales motivation and ability. does that make sense to you?

How to sell without "selling"

rontowns25 — Thu, 26 Jun 2008 15:20:11 GMT

I just started doing franchise sales a couple months ago. Everything is going fantastic so far, however, I have a fear of taking on the image of the cheasy salesman. When I'm on the phon I want to sell sell sell sell... but I know this is not necessarily the best approach. HELP! Any suggestions of how to sell with really "selling."

Best,

Ron
www.readtheanswer.com/index.php?RTA=web2