3 Ways to Put Potential Clients at Ease

Sales presentation

Positive business people gathered to discuss some innovative ideas

To grow a successful business, it’s important to learn to put potential clients at ease. I’ve seen some salespeople in financial services so intent on controlling the sales process that they act like demanding choreographers training young dancers for a Broadway show. “Five-Six-Seven-Eight! Dance-Dance-Dance!!!” Dancers, military recruits, and members of the high school marching band may respond to that kind of direction. Prospective clients will respond by finding another salesperson. Yes, the salesperson has to control the process, but you don’t and can’t do that by being pushy or demeaning. You do just the opposite and put your prospects at ease and doing everything you can to make the process an efficient and pleasant one.

The nature of prospecting dictates that there will always be some element of tension in every contact. As a champion sales person, your success is mentally-accomplished before you even begin. Your prospects haven’t accomplished anything other than using all their fears and worries to build a wall of sales resistance.

“What if we lose all our money?”

“What if that salesperson takes all our money?”

“What will we do if we lose all our money?” [Continue reading]

Business Productivity Close

business productivity

Business productivity is a great topic to include in your sales presentations. Who doesn't want their staff members to  be more productive? With some products such as software, increasing productivity is a given--after the learning curve has been … [Continue reading]

Your Level of Conviction

Are You Truly Convicted? What’s your current level of conviction about your industry and the products you offer? Do you believe 100% in the industry you represent? How about the products you're offering? There’s a maxim in the sales industry: … [Continue reading]

Working Expired Listings

home for sale

Expired listings provide a wonderful opportunity to find sellers to work with. In every area, there are bound to be people who listed their properties with agents and the property didn't sell. Please note that with expired listings, you may need to … [Continue reading]

Professional Selling – Automotive

Professional Selling Automotive

Many automotive salespeople who haven’t yet reached the professional stage think professional selling is exactly the opposite of what it really is. They get started. They learn the product and what the special offers are then push them on the next … [Continue reading]

Earn the Right to More Yeses

keyboard

Even though you may have won a yes from your buyer, it's important to continue to earn the right to more yeses. People buy from sales pros they trust. Once trust is established and the buyer is satisfied with their purchase (becoming a happy client), … [Continue reading]

Guide to Sales Success

Shaking handes

The guide to sales success is simple really. Plan out the best actions to take. Then act on your plans. Self-discipline really encompasses nearly everything in life. Do you remember in school when you were given 30 days to write a term paper? Did … [Continue reading]

The Three Principles of Rapport

Building Rapport

In the world of selling, there are three principles of rapport. Working with them will increase the probability that your potential clients will buy from you: Buyers like salespeople who are like them. Have you noticed how friends adopt each … [Continue reading]

The Time Trap Close

LS002521

The Time Trap Close works best with larger ticket items such as retirement plans, or long-term investments. Your goal with it is to get people to admit they need to take action today to ensure the future of their dreams. People are funny. That's … [Continue reading]

Strategies for Servicing Listings

Happy couple real estate

In order to be successful in real estate in the long run, it's important to learn strategies for servicing listings well. In an active market, and when your listings are priced right for that market, you won't spend much time servicing listings … [Continue reading]