Usually when we read the advertisements in which staffs are requested to sales, we see a sentence that says “tolerance of failure” during the interview, ask if they resist the refusal of a client and make it an IS. Once I said that the issue of sales was statistically that for every X amount of offers wills only sales and percentage depending on the product, market and other variations, so for example, of 10 times we offer product consumption, only two of us buy. The truth is that I disagree. With my little or a lot of experience in sales, I dare say that in reality the problem is not rejection, but the way I take. When we fail to see the rejection as hell and see it as part of the sale, our attitude becomes positive, and believe me, dear reader, is contagious.

In a previous article mentioned the golden rules of a good salesperson, if not please do not read the first three are the basis of a positive attitude in dealing with objections. They are mentioned:

1. They know their product!
2. Know your company!
3. Know your customer!
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The sale is easy …

A significant number of people think that selling demand great efforts. The reality is that when you meet a potential customer, it is easy to waste time and make life difficult.

In fact, there are tricks to save you time and effort and increase your sales. Here are seven of these things;

1: Do not act like a salesman

As soon as you start to speak or act as a salesperson, your customer will fall and be suspicious. He automatically thinks you want to sell a product, it will react so negatively, and naturally will be on the defensive.
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With only 8 shares can improve our social skills which allow us to be 100% in optimal mental and emotional state for our client. Many times when we have problems to get our sales quotas can think or say in all those external factors that we believe have hampered sale as ‘the client does not know what I wanted’, ‘the client only went for a super-low price’, ‘the customer is a very difficult that even his own grandmother is patient’, well this and more.

However, as already discussed in other articles to the topic of coaching in sales, we have detected and highlighted the importance of effective communication with the customer to make the sale. Although to be an excellent salesperson one must be an exceptional communicator, my question is…
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No doubt you’ve seen the symptoms. So must have passed through them. You skip the stages of the sales process, consistently comes to work late, do not worry about following key performance indicators, and overreact to the first negative comment from a potential client. Sound familiar? They are symptoms of exhaustion, a condition suffered by hundreds of vendors and a major contributor to high dropout rates in sales.

Almost all organizations must deal with it at some level. Over 90% of companies are having a problem with the stability of vendors who are experiencing a state of listlessness and lack of enthusiasm. We offer 3 recommendations for sales managers to help his team to reduce depletion.
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Not the Ultimate Decision Maker?

What happens when you’re already involved in account and you find your contact is not the ultimate decision maker? This is one of my most frequently asked questions. You must investigate the prospect’s buying process. You’ll know if you’re in the right place by asking how decisions are made. For example, a sales professional selling copiers presents her idea to the general manager of Trisk Industries, Inc. The general manager likes the thought of the improved performance gained through the new copier, the computer integration, digital capabilities, as well as its ability to be attached to their entire network. However, when the rep asks for the order, the general manager mentions he will have to talk it over with the Vice President. How could this problem have been solved earlier in the sales process?

Questions To Ask

Most importantly, the sales professional should have been speaking to the Vice President in the first place rather than to the general manager. However it is too late now, so what next? If you encounter a situation like this, ask open-ended questions along the following lines:

• Tell me a little bit more about how the decision process works on a product like this in your organization.
• I know this is an important decision, who else helps you come to decisions like this?
• Assuming we demo this product and it makes sense to you, are there other people we need to consult in order to move toward closure.

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I had a conversation with a management consultant friend at the weekend. “My boss wants me to ‘sell’ more in my day-to-day work, but I’m not so great at all that selling stuff. I tend to just listen to what they need and then try to solve their problems as best I can.” I think there’s a great irony that my consultant friend has a better attitude towards selling than about half the sales people I know – and he doesn’t even know it!