However....that is not necessarily what sales have to be. Let me explain further.
In my VERY HUMBLE OPINION.....ONE OF THE WORLD'S BEST SALESPERSONS IS..............OPRAH WINFREY....
Sounds like a joke doesn't it???? But let's look at what she's been able to do....
ANY PRODUCT, BOOK or SERVICE she RECOMMENDS ends up on the BEST SELLER LISTS.....makes millionaires virtually overnight.......
Is she pushy? NO
Does she come across as someone who can sell ice to an Eskimo? NO
Let's face it....most consumers TRUST HER and she has a great "brand"
BUT TO ME, that's not what makes her a GREAT SALESPERSON...
What makes OPRAH a great salesperson is that most people who buy the products that she recommends, DON'T EVEN know she's selling anything!
I'm not saying that she makes money from the products that she recommends,etc.....
But what I'm saying is that people LET THEIR GUARDS down when they don't know you're selling anything.....
HOW DOES THAT TRANSLATE TO YOU????
An awesome mentor of mine who really believes in cold-calling....taught me
one simple little secret that allows people to let their guards down.
THE INTERVIEW METHOD
If you know your customer, then you don't NEED to SELL THEM on ANYTHING....you simply provide what they TELL YOU they NEED.
So...by interviewing them, they have no clue that you're selling them by gaining information about their preferences, choices, problems, hopeful solutions,etc.
Now, studies show that there are only a few people who like being "sold" to....so that means that the rest of us don't like or feel uncomfortable when people approach us to sell us something.
Some approaches that some of you are taking have been known to cause a PHYSICAL REACTION (negative) to people on the other end of the phone.
One thing I know about people....is that we are EGO CENTRIC.....no it doesn't mean that we are all about ourselves....but, if we look at a group picture we tend to look at ourselves.....therefore...most people LOVE to talk about themselves, their business, their beliefs,etc.
Use that to your advantage and try instead of doing "sales" calls try to do some research calls.
(I wont get into exact techniques here, but hopefully you get the gist)
So, if your selling a website upgrade to a potential customer, find out...
How many sales are they currently getting from their website
How many sales do they feel they should be getting?
What's the biggest obstacle to them getting more sales online?
What portion of their marketing budget is geared towards internet sales?
Literally, the possibilities are ENDLESS.
You can tailor your questions to fit your overall "pitch".
Once you know what they have, want, and need, you can suggest
simple solutions and explain the benefits catering to that...
This is simply my opinion on my experiences with this....
I'M OPEN FOR ANY COMMENTS, THOUGHTS, REBUTTALS,ETC. (Doesn't mean I'll respond )