Link This | Email this | Blog This | Comments (0)

Get out of the habit

June 28, 2007 It is very easy for salespeople to fall into bad habits when it comes to sales. In sales we constantly hear salespeople saying to customers "Can I help you?" Nine times out of ten the customer is going to respond "No thanks, I'm just looking" starting the sales presentation off on a negative tone. In a restaurant you may here a waitperson say "You probably didn't save room for desert did you?" leading the customer to say "No desert" as opposed to the waitperson (Salesperson) saying we have some fabulous deserts I recommend the creme brule and we have apple pie with cinamon ice cream melting down the sides, why don't I bring out a couple of deserts and some forks and you guys can share. Which might just lead to an additional sale. A salesperson saying "If you have any problems don't hesitate to let us know" causing the customer to think that they might have problems. All bad habits that salespeople have fallen into over time.
Listen to the words and phrases that you say and fine tune the words so as not to plant a negative seed in the customers mind. The main tool that salespeople have is their mouths and the pretty word pictures that they paint in describing the products or services. Recognize the bad habits that you may have fallen into and work everyday to correct them and develop new habits the create value in your presentations.
www.iastraining.com

Posted by Brad Huisken on June 28, 2007 | Comments (0)