The Un-Selling Guide

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The Un-Selling Guide

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Clients want to buy, but they do not like being sold. Clients can sense if you need to sell something and only way to stop scaring them away is to qualify them! Yes, that is right you heard me – qualify them, take the sale away, walk them if you must, but DO NOT try to sell them. Potential clients want to have conversation, not be drug down another isle to look at the next big think. If you will learn how to listen to they will tell you everything you want to know. Learn the following Un-Selling Skills and the right clients will become attracted to you. – PowerPoint PPT presentation

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Title: The Un-Selling Guide


1
  • The Un-Selling Guide

2
  • Clients want to buy, but they do not like being
    sold.
  • Clients can sense if you need to sell something
    and only way to stop scaring them away is to
    qualify them! Yes, that is right you heard me
    qualify them, take the sale away, walk them if
    you must, but DO NOT try to sell them. 
  • Potential clients want to have conversation, not
    be drug down another isle to look at the next big
    think. If you will learn how to listen to they
    will tell you everything you want to know.
  • Learn the following Un-Selling Skills and the
    right clients will become attracted to you.

3
One - Dont Copy
4
  • Harvey Mackay said, Dont copy, be original with
    each client. Too often, sales reps simply
    regurgitate their presentations and expect to
    land the sale. It doesn't work.
  • This is really a two-way argument.
  • Some companys successes are built on duplication
    like in network marketing where affiliate or reps
    are using some sort of an online landing page or
    video to target the masses, but when it comes to
    one on one skills, conversation determines the
    outcome.

5
  • Dan Schawbel said, Treat everyone like a
    potential customer. You really don't know who is
    connected to who sometimes so you need to treat
    everyone with respect. Someone that can't afford
    your services, or hire you, can refer you to
    someone who can.
  • You dont know where your conversation with a
    client may lead too. So forget about trying to
    talk like a copy machine and engage the client in
    their interests. That approach can work better
    for you than any copycat line you can come up
    with. And most importantly be yourself.

6
Two Sorting Out Customers
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  • If you dont learn how to sort through customers,
    the customers will sort you out.
  • If you are good enough at determining what is
    being said in a conversation you will know if
    the client is a right fit or not.
  • T Harv Eker said, Until you show you can handle
    what youve got, you wont get any more.

8
  • If you are not good at sorting, but continue to
    beg the client to buy, you wont get any more. I
    learned many years ago that not every customer
    was mine. They would eventually become someone
    elses problem. In order for me to find the
    right customers that I could serve, sorting
    through them with certain questions was an
    absolute must.
  • Your potential client is less interested in the
    products you sell and more interested in how you
    can be a solution to their problem. Think on that
    one for a while.

9
  • Three - Listen

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  • If you dont hear the right response back, tell
    your potential the client I dont think this is
    right for you, then be quiet and step back to do
    something else.

11
  • This is like giving them thinking space. That was
    my approach many times and it was a very success
    way of letting them know I respect their
    relationship enough to do what is best for them.
  • Most of the time your potential client will tell
    you what they want you to do and that has to be
    enough. If you can take hold of understanding
    what they are telling you the rest will fall into
    place.

12
  • Four - Junk is the Ideal Product

13
  • William S. Burroughs said, Junk is the ideal
    product, the ultimate merchandise. No sales talk
    necessary. The client will crawl through a sewer
    and beg to buy.

14
  • Point being if you are the right product your
    client will refer their friends to you with
    enthusiasm. Hope you got that one!
  • The most successful businesses I know of in my
    area are junk or recycled related. But point
    being, the client is still doing business with
    you and not the junk. The junk may be what they
    were looking for or maybe they were really
    looking for you.
  • Yah! Just a thought. Chew on that one for a
    while.

15
  • Five - If Eighty Percent

16
  • Henry A. Kissinger said, If eighty percent of
    your sales come from twenty percent of all of
    your items, just carry those twenty percent.
  • Variety is good, but knowing what the right
    client wants and having in stock is a skillset,
    so loose the 80 of the products that will have
    to go on sale to get sold.

17
  • Why do you stores have clearance sales? One,
    because the buyer bought stuff instead of knowing
    what the customer wants. Two, for the most part
    the buyer doesnt know who their customer is!
  • Marti Barletta said, The shortest distance
    between you and business success is marketing to
    women.
  • So, the wrong merchandise is in the store on
    clearance because somebody doesnt know who the
    right customer is. Wow, its time to work for
    someone who knows their customer.

18
  • Six - If you are not Personable

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  • If you are not personable go work in a factory.
  • Pretend that every single person you meet has a
    sign around his or her neck that says, 'Make me
    feel important.' Not only will you succeed in
    sales, you will succeed in life. Mary Kay Ash
  • Seth Godin said, "Our job is to connect to
    people, to interact with them in a way that
    leaves them better than we found them more-able
    to get where theyd like to go.

20
  • Seven - In Sales

21
  • Jeffrey Gitomer said, In sales, it's not what
    you say it's how they perceive what you say. In
    short if you are a fast talker or Liar the
    client will sense this.

22
  • Now that you know what selling isnt, you can
    focus your attention on pointing potential
    clients in the right direction to the solution.
    Thats why they came to see you, for the
    solution.
  • Successful people are willing to do the things
    that unsuccessful people wont.   
  • Successful sales people know that the potential
    client is looking for someone who can solve a
    problem. If your business is not offering that
    level of service, quit, because you are only
    serving yourself and not the customer.

23
  • Eight - Finish Strong

24
  • Win the race that is set before you The Bible
  • Quitting is always easier than persevering. Joel
    Runyon says this about Perseverance. Never
    Give-up! Theres always another move!
    perseverance next to adaptability is the most
    important skill you can have. And its just that
    a skill. In fact, the one thing that sets people
    I know who succeed in the long run, over the
    people who dont is the ability to persevere,
    keep going and never give up.
  • Take responsibility for pushing your Un-Selling
    Skills off the charts and let everyone else
    wonder what happened.
  •  
  • Bryan Long, Founder of The Sales Floor
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