SLH SALES TRAINING MORSEL #62

TELLER OR ASKER?

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

Which are you?

I’ve begun asking Sellers whether they are “tellers” or “askers.”  The almost-immediate answer is, “I’m an asker.” Sometimes, though,  reality and perception are very far apart. After much discussion and a little video-tape role-play, the realization creeps in that most Salespeople do more telling than asking.

Of course, Sellers have to do both - telling and asking. But, this is a question of sequence – which comes first? My experience has shown that most Sellers “tell” before they ask. This appears to be the easiest route to take as it feels “natural” and can create an illusion of “give and take,” building a relationships and, well, Selling. Some Sellers have even told me they think it’s “to pushy” to start with questioning. I take a much different stance.

Wherever you stand on this issue, you need to understand exactly what type of Seller you are and wish to be. Begin audio-taping your end of phone calls to know for sure. Then, role-play with your colleagues and Managers and try asking first, then telling. I think you’ll find that your “telling” is getting in the way of your “asking.” After all, how can a Seller “tell” what they can do for a Buyer without asking the proper questions to understand their needs?

Asking first is the more difficult route – at least at first. You’ll need to know what your going to ask before you get there and then continue asking based on the Buyer’s responses. This will require change, which can be very difficult strategically and in execution. Stick with it, though, and you’ll become a committed “asker” first and a “teller” second.

What do you think?

Good Selling to you!

BLOG – http://selllikehellsales.blogspot.com/

SLH Sales System “Morsels” are meant exclusively for non-commercial use by the recipient. No modifications of any kind may be made without the written permission of SLH Sales System. To be removed from distribution list, simply reply accordingly.

SLH Sales Training Morsel #61

WHAT DOES “VALUE” MEAN?

AND, WHO DECIDES?

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

It’s said that beauty is in the eye of the beholder. What about as it pertains to sales? Who determines value? The Buyer or the Seller?

Nothing initiates a more heated discussion in SLH Training sessions than this question. Folks stake positions and use all their powers of persuasion to move their counterparts. Traditional sales processes talk about a product’s “benefits” and the myriad reasons how a Buyer will gain from its purchase. I find this concept troubling.

I always use a self-effacing example to prove this point. While Training, and with other  scalp-expanded volunteers, I describe a product (we already know what the mystery item is) that was reduced in price from $19.99 to $1.99 and ask how many folks are interested in the product. Everyone raises their hands – except for a few cynics. It gets better, though. The normal one (1) month warranty has been extended to “forever.” Gasps abound as the interest level soars. However, my volunteers and I remain unmoved, not willing to partake of this terrific offer.  What’s the product? A comb, of course!

As a product “sits” – in a display case, on a lot or in a warehouse – how can it have value? Not only doesn’t it have value, it actually sucks the profitability from the company. The fact that it’s “in inventory” means that it has yet to find a “home” – at this point, no one wants it. Guess who makes that decision.

So, let’s not kid ourselves – the Buyer, and the Buyer only, decides whether a product has value or not.

What do you think?

Good Selling to you!

BLOG – http://selllikehellsales.blogspot.com/

SLH Sales System “Morsels” are meant exclusively for non-commercial use by the recipient. No modifications of any kind may be made without the written permission of SLH Sales System. To be removed from distribution list, simply reply accordingly.

SLH SALES TRAINING MORSEL #60

WHAT DO YOU DO BEST

AS A SELLER?

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

Ask Sellers what they do best and guess what the overwhelming majority will tell you? You will be told, “I build rapport.” Or, “I build relationships.” And, sometimes it’s simply “I’m a people person.”

How is this possible? How can every Seller have the same strength? And, what if someone doesn’t like you? How can so many Sellers build their careers on the hope of  being liked? Let’s face it – not everyone is likeable!

Suppose we look at this question within a different framework. Let’s answer with the following parameters:

What we do best must be learnable and trainable.

What we do best must be repeatable.

What we do best must be transferable between industries.

What we do best must be totally controllable by the Seller.

Now, what’s your answer? Keep in mind that building relationships does not qualify - two (2) people must form a relationship. It is not totally controllable by the Seller. I am absolutely NOT saying that building relationships isn’t essential – just that it’s not controllable by the Seller. Building real business relationships are based upon our ability to perform (see Morsel #12) at the highest level, as defined by the Buyer.

Here are some examples of sales skills that can be practiced and will pay dividends by mastering:

Opening.

Asking the right questions.

Listening.

Asking for the order.

Dealing with objections.

Adding-on.

Up-selling & down-selling.

So, what do you do best as a Seller?

Good Selling to you!

BLOG – http://selllikehellsales.blogspot.com/

SLH Sales System “Morsels” are meant exclusively for non-commercial use by the recipient. No modifications of any kind may be made without the written permission of SLH Sales System. To be removed from distribution list, simply reply accordingly.