Sales Would Be Wonderful If Everyone Loved You

“I hate sales. I don’t like being rejected.”

Does that lamentation sound familiar? How many times have you heard it? How many times have you said it yourself?

I don’t want to be rejected. I want to be loved.

Yes, wouldn’t life be wonderful

* If everybody loved you.
* If everybody thought you were just marvelous.
* If everybody wanted to buy the products and services that you – and your company – sells?

Wouldn’t life be wonderful if everybody you met thought you were the most fascinating and interesting person in the whole world.

If you can put your own ego – and desire to be loved, admired and worshiped – aside for a moment, you can use this basic human desire to your advantage.

Instead of spending your whole life trying to tell everybody how wonderful you are, and being disappointed because they don’t want to listen to you, why not go in another direction. Learn how to get
other people to open up to you so they tell you how wonderful they are.

How do you do this? Learn the art of how to ask great questions.

REMEMBER: He who talks about himself is a terrible bore. He who asks great questions – and listens to the answers – is a brilliant conversationalist.

Once you can get a person to begin talking about

* Himself,
* His life,
* His business,
* His family,
* His goals, dreams and desires,

he doesn’t want to stop.

You see, the person you’re speaking with thinks he – or she – is the most fascinating person in the whole world. They would love to tell you all about themselves. So let them.

QUESTION: When was the last time you were speaking with a person and they ended the call when they were the one doing the talking?

Most Sales People Talk Too Much
Most sales people are trained to tell the customer all about who they are, what they do, and how wonderful their company’s products and services are.

They use PowerPoint presentations, beautiful four-color glossy brochures and catalogs, and fancy handouts. But at the end of an hour-long meeting, how much do they know about the customer? His issues? His problems? His goals, dreams and desires?

Not very much.

Ask a bunch of great questions and you’ll learn everything you need to know – and a whole lot more – about your customer’s business. And he’ll love you for it.

Then you’ll be in the wonderful position of knowing which of your products will fit your customer’s specific needs.

REMEMBER: If there’s no problem, there’s no sale!

Use The Phone
Once you get good at asking questions in person, you can apply the same techniques over the phone.

How many times have you met with a prospect, only to discover they had no need or interest in your products? Or worse, to discover that they were nothing more than a gatekeeper or low-level employee who had no decision making authority.

How did that make you feel? How much time – including commuting – was wasted? What could you have done with this time if you hadn’t gone out to meet with a dead-end prospect?

Learn how to use the phone to better qualify your prospects – before meeting with them – and you’ll spend more time with buyers and far less time with people who don’t.

– Jeffrey