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Hope this helps. Please share other sales insights~
Thank you for your time and consideration.
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!
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.
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.
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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."