article · October 2005
7 Ways to Cut Loose from Old Sales Thinking
Notice that you are not pitching your solution with this opening phrase. Instead, you're addressing a problem that based on your experience in your field, you believe they might be having.
New Thinking = New Results
Notice that you are not pitching your solution with this opening phrase. Instead, you're addressing a problem that based on your experience in your field, you believe they might be having.
If you let go of trying to close the sale or get the appointment, you’ll discover that you don't have to take responsibility for moving the sales process forward.
Prospects don’t trigger rejection. You do— when something you say, and it could be very subtle, triggers a defensive reaction from your prospect.
Most traditional sales programs spend a lot of time focusing on “overcoming” objections, but these tactics only create more sales pressure.
STOP trying to counter objections. Instead, shift to uncovering the truth by replying, “That's not a problem.”
“This ‘salesperson’ is trying to sell me, and I hate feeling as if I'm being sold.”
Give up trying to persuade. Let prospects feel they can choose you without feeling sold.