* Are you sending e-mails to prospects instead of calling them?
* Is e-mail your selling medium of choice because it lets you avoid the rejection that you dread when you make real cold calls?
* Do you wait and wait for return e-mails from prospects that will give you the green light to move the sales process forward?
Have you ever gotten frustrated when you realize that your prospects keep stereotyping you as a \"salesperson\"? And because of that, they don\'t give you the trust and openness that you deserve, and that are essential if you\'re going to help them solve their problems?
A few weeks ago I was onsite at a company that had hired me to train their sales team on how to stop using traditional selling and start using the Unlock The Game?sales approach.
After one coaching session, one member of the sales team came up to me and said, \"Ari, your approach makes complete sense -- but I\'m afraid I\'ll lose sales if I stop being aggressive and start being passive!\"
You\'re close, really close, to making a sale. Your potential client is in the market for your product or service and you\'ve had a couple of good meetings.
Sean works for a major telecom company.
During one of our coaching sessions, he told me, \"I\'ve been diligent about following the sales process that my company believes is required
to make a sale -- but, for some strange reason, my prospects don\'t want to fit into that process.
What am I doing wrong?\"
Almost every day, visitors to my Unlock The Game™ website click on my live instant-messenger chat button, which invites them to \"Ask Ari a selling question.\"
And do you know what their most common question is?
Yes, you guessed it: \"Is there any way I can break through or overcome my fear of cold calling?\"
I was sitting at my desk last week when my phone rang. I picked it up and said, \"This is Ari with Unlock The Game.\" The woman on the other end of the phone said, \"Hi, my name is Julie Jackson, I\'m with XYZ company and we are a...and we offer...\". As she continued to speak, I stopped her in mid-sentence and said, \"Hi, Julie.\"
There was dead silence on the phone.
Losing a sale can be disheartening, especially if you lose it for reasons you
aren\'t even aware of.
Traditional selling approaches tell us that sales are usually lost because of some element -- price,
features, benefits -- having to do with our product or service.
So, when we sell, we naturally focus on what we\'re selling because we feel we have to differentiate
our product or service so prospects understand what we\'re offering that\'s unique.
But...what if focusing all your energy on WHAT you\'re selling is actually the main reason
WHY you\'re losing sales?
Here\'s why you\'ve been afflicted with this \"disease\"-- and what you can do to cure it.
The \"wall\" you hit when you try to get the appointment is the prospect\'s
reaction to you putting your own objectives ahead of the crucial
trust-building process that would actually allow an appointment to emerge.
/Images/logo2.gif){kind=logo}
/Images/header_img.jpg)
/Images/BlueBullet.gif)
/Images/icon_blog.gif){kind=icon}
/Images/icon_view_author.gif){kind=icon}
/Images/icon_become_author.gif){kind=icon}
/Images/icon_author_login.gif){kind=icon}
/Images/icon_menu_Article.gif){kind=icon}
/Images/icon_menu_MyAccount.gif){kind=icon}
/Images/icon_menu_MyArticles.gif){kind=icon}
/Images/head_icon.gif){kind=icon}
/Images/icon_FullStory.gif){kind=icon}
full story/Images/icon_Print.gif){kind=icon}
printer version