This is ‘Tip 5’ in a series.

Selling slumps are as perennial as the seasons but they don’t need to destroy your career. Understand that they are part of the marketplace and they always will be. They are caused by a variety of factors but always keep in mind that you didn’t just wake up ‘dumb’ one morning. When you understand that fact, it will be easier to recognize that the situation is temporary. In old writings authors often used the term, “it came to pass”. They didn’t use the term, “it came to stay“.

Tip #5: Build relationships rather than simply working to establish rapport. Many sales trainers, sales courses and selling books teach the importance of establishing rapport with prospects to help reduce fear in his or her mind. While rapport is essential, it is only partway to the ultimate goal master salespeople seek to achieve. Rapport seeks to establish common ground between the prospect and the salesperson. However, relationship building goes one very critical step beyond.

Building a solid relationship early in the process can establish a higher level of trust resulting in a higher closing rate. Salespeople will become the ‘problem solver’ for their clients. That will shift the customer’s perspective away from viewing someone strictly as a salesperson who might be seen in an adversarial position. The new perspective will be to view that same person as a ‘selection specialist’ who will assist them in eliminating the problem that the customer is trying to solve.

This strategy will not only help end a selling slump more quickly but it will also reduce the chances of slumps returning. This is because properly built relationships will result in long-term repeat customers and customers who will be regular referral contributors.

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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This is ‘Tip 4’ in a series.

Selling slumps are as perennial as the seasons but they don’t need to destroy your career. Understand that they are part of the marketplace and they always will be. They are caused by a variety of factors but always keep in mind that you didn’t just wake up ‘dumb’ one morning. When you understand that fact, it will be easier to recognize that the situation is temporary. In old writings authors often used the term, “it came to pass”. They didn’t use the term, “it came to stay”.

Tip #4: Develop empathy so you are able to transition from trying to convince your prospect to problem-solve for him or her. Many salespeople feel that they must convince prospects to buy their product or service offer. The truth is that people will ultimately choose to buy what they feel they want, need, and can afford. If your product or service has sufficient benefits, the customer will choose to buy from you.

To easily allow the sale to develop you will need to come from a position of empathy where you allow yourself to discover the underlying buying motives of your prospect. Once you have identified these triggers, rather than going into ‘convince mode’ try involving your customer and focus on ‘revealing’ the benefits the customer will enjoy when he or she takes ownership of your product or service. It can tip the scales in your favor if you are able to reveal a particular extra benefit that the prospect wasn’t expecting. Layered benefits increase value and reduce price resistance.

When salespeople spend their time ‘convincing’ they are often seen as pressure. When they are ‘revealing’ benefits, they are seen as helpful and the prospect is much more likely to make a positive buying decision.

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!

The post Selling Slumps, How to Pull Out Before You Crash and Burn – Tip 4 appeared first on ConectUS Wireless.

This is ‘Tip 3’ in a series.

Selling slumps are as perennial as the seasons but they don’t need to destroy your career. Understand that they are part of the marketplace and they always will be. They are caused by a variety of factors but always keep in mind that you didn’t just wake up ‘dumb’ one morning. When you understand that fact, it will be easier to recognize that the situation is temporary. In old writings authors often used the term, “it came to pass”. They didn’t use the term, “it came to stay”.

Tip #3: Intensify your Qualification Process. One of the comments that I have heard many times over the years when dealing with salespeople who encounter slumps during times of abundant leads is that they feel frustrated with investing so much time only to ‘lose the sale’.

It’s hard to imagine a sales slump arriving during times of very high traffic. I assure you it does happen. The reason is quite simple. When there are many people needing service, there is pressure for salespeople to move quickly in order to get to all of the prospects.

When there is abundant traffic, there is also a greater number of people simply ‘looking’. These people may not be ready or able to make a purchase. Yet most will not easily volunteer that information. If you are going to avoid wasting your time and energy, you will need to intensify your qualification process so that you can flush out the real selling opportunities.

This strategy is effective at ‘event sales’ where a sense of urgency can be created in the mind of the customer. However, my general rule of thumb is that speed kills in the selling process. Therefore, this technique should be used only where prospect traffic is well above normal.

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!

The post Selling Slumps, How to Pull Out Before You Crash and Burn – Tip 3 appeared first on ConectUS Wireless.

This is ‘Tip 2’ in a series.

Selling slumps are as perennial as the seasons but they don’t need to destroy your career. Understand that they are part of the marketplace and they always will be. They are caused by a variety of factors but always keep in mind that you didn’t just wake up ‘dumb’ one morning. When you understand that fact, it will be easier to recognize that the situation is temporary. In old writings authors often used the term, “it came to pass”. They didn’t use the term, “it came to stay”.

Tip #2: Do a critical evaluation of your recent sales opportunities that have not gotten the results you wanted. Be careful not to turn this into a self beat-up session. That will not be productive. Rather examine the steps you took at each opportunity to determine what worked and what didn’t. Don’t label things right or wrong, simply did it work properly or didn’t it. Then plan to make the appropriate adjustments.

It is also beneficial to see if you have recently taken a major deviation from your normal selling procedures. In other words, have you swerved off your established gameplan?

Professional athletes have coaches to help them recognize these shifts from their normal routines. Baseball hitters have batting coaches who watch for minor deviations. The greatest golfers have coaches to monitor their swings.

Salespeople usually have managers who observe their performance. It’s a great idea to approach your manager for help rather than to wait for the manager to come to you because of performance issues.

If you don’t have a manager, considering getting a coach, taking a sales course, or reading a sales book. Any of these actions will help you break out of the slump earlier and improve your mental outlook.

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!

The post Selling Slumps, How to Pull Out Before You Crash and Burn – Tip 2 appeared first on ConectUS Wireless.

This is ‘Tip 1’ in a series.

Selling slumps are as perennial as the seasons but they don’t need to destroy your career. Understand that they are part of the marketplace and they always will be. They are caused by a variety of factors but always keep in mind that you didn’t just wake up ‘dumb’ one morning. When you understand that fact, it will be easier to recognize that the situation is temporary. In old writings authors often used the term, “it came to pass”. They didn’t use the term, “it came to stay”.

Tip #1: Kick up your prospecting efforts. This might seem obvious, however for many salespeople who find themselves in a selling slump, the exact opposite occurs. Selling is always a numbers game. Adding more prospects creates more selling opportunities which will give you the chance to end the slump quickly. If you are in a slump and not selling, it stands to reason that you will have more than the normal amount of time on your hands. Use some of that time to find extra opportunities. Not all those opportunities will bear fruit immediately. Many will pay you over the next weeks and months which will lessen the chance that another slump will visit you again in the near term.

When you stay busy you will be less likely to create and revisit those destructive negative mental movies that will drain your emotional energy and hamper your valuable creativity.

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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