Who do you think appeals to people more ― a person buying or selling?

I can tell you without hesitation the ‘buyer’ wins hands down every time! Why? The buyer contributes to us usually by adding to our success or financial wellbeing.

In the heady pursuit of success, the fatal mistake many salespeople make is they ‘sell’ and self-promote all the time.  This trains people to ignore them much like TV ads that are in your face so much, after a while we simply don’t see or hear them.

So with more people selling, (than ever!) than buying, how do you compete in an overcrowded and self-focused market place?

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How important is being ‘believable’ when you’re selling? It’s the most important thing!

The number one killer that will stop any salesperson dead in their tracks, even the really confident ones, is their inability to instil trust in their customers.

Being believable is not just getting people to follow you ― it’s also their willingness and peace of mind during the process. Being believable is easier to achieve when you truly believe in what you are selling ― so sell something or be a part of a business that you truly believe in.

A great way to develop your believability is to engage in believable activities outside of your chosen profession.   

Sales training exercise:  Next time you’re at the supermarket doing your grocery shopping ― volunteer to carry someone’s bags to their car for them. I guarantee your request will be met with hesitation and even some trepidation. The natural response to such a request would be the obvious, “what’s the catch?”

But there is no catch. All you’re doing is offering to help someone in some way without reward or recognition. How you overcome the other persons reaction to your offer to help them, is how you train yourself to be more believable.

If you are genuine about helping others, you need to develop a way of being that enables you to cut-through your customers fear and get to a place of trust with real value and benefits.

Remember: Training yourself to be believable only works if you are genuine about helping others! Imposters need not worry themselves with this type of activity.  

Contributing to others without repayment is not only rewarding in itself, it helps you to develop your inner belief. So when it comes to selling all you have to do is believe in yourself and the selling part takes care of itself.

Inspire,

Trent  Leyshan              Sales Training  ∙   Sales Book ∙  Sales Coach

To be ‘interesting’ to others you have to be ‘interested in them!’

You don’t demonstrate that you are genuinely interested in others by being totally self-focused. The mistake many businesses make is ―everything they do and say is all about me, me, and me!

Have you ever been out for coffee with someone you just met and all they did was talk about them the entire time? I bet you left the exchange somewhat drained of energy and totally disinterested in this person. Businesses, like people, are much the same.

When you meet or speak with a new customer, don’t take this opportunity to tell them everything about you, instead make it about them. Furthermore, take this moment to transcend your genuine interest in them into a valuable relationship with very real benefits.

How to be ‘interesting’ in business tips:

-  Make what you do and say all about your customers

-  Lead with getting to know others first, before getting others to know you

-  Listen and feel the underlying emotions of what’s really being said

-  Always communicate in benefit terms

-  Never lead with ‘me’ – Always align values and add value and make it ‘we’

For a living, I consult with and develop salespeople and businesses, and I can categorically state, leading with ‘it’s all about me’ much like many traditional selling practices – is a waste of time.

Much more effective is an approach that enables you to align values and add-value to create and develop a relationship that is about us and we, (never me!)

Inspire,

Trent Leyshan                      Sales Training  ∙   Sales Book  ∙  Sales Coach