You start to panic. Your self-talk turns negative: “I can’t believe this…This is really starting to hurt…He let me believe it was a sure thing…I trusted him…now he’s disappeared on me, and I was counting on this sale…” The relaxed, happy feeling is gone. You’ve fallen victim to “hopeium ” again.

Have you been in this situation before?

Of course you have–we all have, and it’s painful. So, can you keep from getting dropped? Yes–With the new mindset, you can abandon the salesperson role and come from a place of integrity that stems directly from your personal brand that doesn’t compromise your authentic self. This opens communication with your potential clients so you can learn the truth about their situation–and that’s what you always want.

These suggestions will help:

1. Don’t assume the sale. Potential clients are used to the traditional buyer-seller relationship, so they may decide not to tell you things that might make them vulnerable to you. Until you’re sure you know the complete truth, you can never assume the sale.
2. Keep making it easy for potential clients to tell you their truth. Toward the end of your conversation, ask, “Do you have any more questions?” If potential clients say no, follow up with the 100-percent-final truth-gathering question: “Now, are you 100 percent sure that there’s nothing else that I can do on my end to make you feel more comfortable with this situation?” You’ll be amazed how often people then say, “Well, actually, there is one more issue…” And it’s at that point that you really start to hear their truth.
3. Call back to get the truth, not close the sale. Most potential clients who suddenly “disappear” will be expecting you chase them down by calling them and saying, “Hi, I was just wondering where things are at?” Instead, eliminate all sales pressure by telling them that you’re okay with their decision not to move forward, based on their not having called you back. In other words, take a step backward. Most of the time, it’ll open the door to a new level of open, trusting communication.
4. Reassure potential clients that you can handle a “no.” Of course we’d rather not hear a “no.” But the only way to free yourself and your clients from subtle sales pressures is to let them know that it’s not about the sale but about the best choice for them–and if that means no sale, it’s okay, because it’s ultimately not about you but about them.
5. Ask for feedback. Whenever potential clients “disappear,” call them back (e-mail them if you have to, but only as a last resort because dialogue is always better) and simply ask, “Would you please share your feedback with me as to how I can improve for next time? Now that our sales process is over, I’m committed to understanding where I went wrong.” This is not being feeble or weak — it’s being humble, which often triggers the truth.
6. Don’t try to “close” a sale. If your intuition tells you that the sales process isn’t going in the direction it should be going – which is always toward greater trust and truth–trust those feeling. Then, make it safe for potential clients to tell you where they stand. It’s simple–all you have to say is, “Where do you think we should go from here?” (But be prepared: you might not want to hear the truth of how they’re feeling. You can cope with this by keeping your larger goal in mind, which is always to establish that the two of you have a “fit.”)
7. Give yourself the last word. Eliminate the anxiety of waiting for the final calls that will tell you whether the sale is going to happen–instead, schedule a time for getting back to each other. This eliminates chasing. Simply suggest, “Can we plan to get back to each other on a day and at a time that works for you–not to close the sale, but to simply bring closure regardless of what you decide. I’m okay either way, and that’ll save us from having to chase each other.”

You’ll find that these suggestions make selling much less painful because you learn to focus on the truth instead of the sale.

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

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The post 7 Ways to Get to the Truth – When the Sale Disappears appeared first on ConectUS Wireless.

There are four basic reasons why salespeople don’t make a sale.

1 – The customer doesn’t want/need your product or service. Therefore they lack the motivation to make the purchase.

Many sales people ignore the fact they don’t want/need the product and continue to attempt to make the sale.

In this case, the sales person doesn’t adequately qualify the buyer. Not everyone you come into contact with will have a need for what you are selling. But sales people are conditioned to try to make a sale no matter what.

Asking good questions and listening carefully to the answers will solve this problem quickly. That will free up the sales person to move on to greener pastures.

2 – The customer can’t buy. They don’t have the money.

This problem is similar to the previous reason why sales aren’t made. The salesperson has not asked the appropriate questions to qualify the buyer.

The buyer has the need, but they don’t have the money. You can’t force someone to come up with money. If it is beyond their budget, face it and try to work within their budget by finding an alternative product or be honest with them about what it will take to make the purchase. They will appreciate your honesty.

3 – The customer can’t buy. They are not the decision maker.

If you are dealing with someone who is not a decision maker, it is because the sales person has not taken the time to qualify the individual’s role in the purchase. You need to get in front of the decision maker. In my experience, no one can make the sale for you.

If you make the presentation to the un-qualified person in the hopes that they will take the information to the decision maker, more times than not, they will not be able to close the sale for you.

4 – The customer doesn’t understand the offering.

You haven’t made your offer clear. Or you haven’t educated them about your product. Perhaps you’ve been selling features instead of benefits to them and that makes them unclear as to how they could use your product.

Or it is a technical product and they are a non-technical individual. You have been speaking in tech-talk and they don’t want to appear ignorant, so rather than asking for clarification, they decide not to buy. After all, they don’t know how it will benefit them.

As you can see, in each of the instances, it wasn’t outside forces that inhibited the sale, it was the sales person.

To become a SuperStar Salesperson, you need to learn to evaluate your role in each and every sale. For the most part, you will find that your efforts can and should be improved. The effort is well worth it.

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

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The post Four Reasons Why the Sale is Not Made appeared first on ConectUS Wireless.