Deprecated: mysql_connect(): The mysql extension is deprecated and will be removed in the future: use mysqli or PDO instead in /home/a26f9f83/public_html/articles/includes/config.php on line 159
Selling the Dr. Seuss Way > NetSparsh - Viral Content you Love & Share

Selling the Dr. Seuss Way

"I am Sam. Sam I am. Do you like green eggs and ham? Would you like them here or there? Would you like them in a box, would you like them with a fox?"

I think most people have read this Dr. Seuss tale either as kids or to their children. What is interesting is the relevance this story has to selling. First of all, Sam is selling a product and although his prospect is not initially interested, Sam doesn't let that deter him from asking. Secondly, Sam consistently offers the prospect a choice when trying to close the sale. Thirdly, he refuses to give up. No matter how many times his prospect says 'no' Sam keeps offering alternatives. In fact, he offers fourteen options before he finally closes the sale.

Now, I am not suggesting that you pester your customers or prospects but I do believe most people give up too early in the sales process. We hear a few "no's" and decide to turn our attention elsewhere. It is your responsibility as a sales professional to ask the customer to make a decision - you cannot expect a customer to do the work for you. If you have been effective in learning about their specific needs and current situation and presented the appropriate solution to your prospect then you have earned the right to ask them for their money. Here are a few ideas that will help you reach this point:

Avoid launching into a lengthy discussion of what you can do for your client until you thoroughly understand what business challenges they face and the problems, concerns or issues they need resolved. Use open questioning to gather this information and avoid making assumptions or jumping to conclusions too quickly. Instead, listen carefully to what they say and clarify anything that is not clear. Ask them to elaborate by using prompters such as "uh-huh," "tell me more," and "what else?"

When it comes time to present your product or service, try not to limit the prospect to one option. Provide a choice of solutions that meet their specific concerns. Explain the benefits of each option, and when necessary, also discuss the drawbacks of each alternative. However, do not present so many options that the decision becomes overwhelming or difficult. Be prepared to tell your prospect which option best suits their needs if they ask.

Speak in terms they can understand, avoiding the use of terminology they may not recognize. A case in point; as I developed my web site, I found myself talking to people who were extremely knowledgeable but they used terminology that sounded like a foreign language to me. I found myself getting frustrated, and in some cases feeling a bit dumb, because I had to keep asking them what they meant. Be very cautious how much jargon you use in your presentations and make sure your customer understands what you are saying.

Recognize that objections are a natural component of the sales process. It's common for a customer express several objections before she makes the decision to commit to the purchase. Don't take these objections personally and do not assume that it means the other person is not interested. Understand that your prospect will likely have specific concerns about making a decision particularly if they have never done business with you. Clarify their objections to uncover the true hesitation ? do not hesitate to probe deeper to explore the real issues preventing them from making a decision. In most cases, your prospect will give you the information you need providing you keep your approach non-confrontational and neutral. Learn to handle objections in a non-argumentative manner. When you uncover their true objection keep your response brief and to the point. Talking too much will seem that you are trying to justify your product or price. Plus, you can sometimes talk yourself out a sale if you aren't careful.

Ask for the sale. In many cases, your prospect expects you to ask for the sale. And as long as you do not pressure or try to coerce them into making a decision, they won't be offended by your request. Develop the confidence to ask for the sale in a variety of ways and begin asking every qualified person for their commitment. Recognize that many people want to be given permission to make a decision and look to the salesperson for that permission.

Lastly, take a lesson from Sam and learn the importance of polite persistence. The most successful sales people ask for the sale seven or eight times and don't give up at the first sign of resistance. Research has shown that these individuals consistently earn more than their coworkers and peers.

Copyright 2004, Kelley Robertson

Kelley Robertson, President of the Robertson Training Group, works with businesses to help them increase their sales and motivate their employees. He is also the author of "Stop, Ask & Listen ? Proven sales techniques to turn browsers into buyers." Visit his website at www.RobertsonTrainingGroup.com and receive a FREE copy of "100 Ways to Increase Your Sales" by subscribing to his 59-Second Tip, a free weekly e-zine.

In The News:

This RSS feed URL is deprecated, please update. New URLs can be found in the footers at https://news.google.com/news

Forbes

7 Sales Trends That Will Help You Dominate Your Industry
Forbes
Sales is the lifeblood of a company. You can fail at a lot of little things as a business, but as long as the sales keep rolling in, you can buy yourself time to continue figuring things out and refining processes. This year, though, I've seen more ...


New York Times

Allegations of Drug Sales and Sexual Misconduct Made Against Professors at John Jay College of Criminal Justice
New York Times
The allegations include the use and sale of drugs on campus, the attempt to coerce women into prostitution, and rape. The criminal investigation, which is being conducted by the New York State inspector general and the Manhattan district attorney and ...

and more »

Wall Street Journal

Used-Car Sales Boom as New Cars Get Too Pricey for Many
Wall Street Journal
With nearly 40 million in sales last year, the used-car market is more than double the size of the new-car business. The shift in demand is a troubling sign for auto makers, which will be under pressure to deepen discounts to keep customers from ...


South China Morning Post

Scalpers see lacklustre sales for new iPhone models in China, with some offering less than original price
South China Morning Post
Half an hour after the walk-in sales started at 10am, scalpers would only take 512GB iPhone XS Max phones at HK$300-500 higher than the original price, while some refused to take any more of the models with smaller storage. At about noon at Sin Tat ...
People are complaining that Apple Store sales systems went down on new iPhone release day, and they didn't get their ...Business Insider
First iPhone XS pre-orders arrive as sales begin at Apple Stores around the globe9to5Mac
Apple iPhone XS, Max go on sale to significantly smaller lines (photos)Syracuse.com
AppleInsider -Market Realist -KABC-TV
all 2,522 news articles »

WSB Atlanta

Metro Atlanta home sales down again, prices rise
WSB Atlanta
ATLANTA - A supply-demand mismatch has continued to chill housing sales in metro Atlanta, according to a report from Re/Max of Georgia. The number of home sales last month was down 7.1 percent from the level of a year ago, with the worst plunge coming ...

and more »

Entrepreneur

Transforming the Sales Process From an Art Into a Science, Using Data Analytics
Entrepreneur
But it's time for sales to catch up to our ongoing workplace evolution. Introducing data science into the sales industry on a widespread basis could open organizations up to more efficient and effective customer interactions and a whole new way of ...

and more »

Wall Street Journal

US Existing-Home Sales Stalled in August
Wall Street Journal
U.S. home sales stalled in August, highlighting a growing disconnect between the sluggish housing market and the strong economy that is powering stocks to new highs. Existing home sales fell in August from a year earlier, the sixth straight month of ...
Existing home sales unchanged in AugustCNBC
Existing-home sales hold steady as housing market begins to find some balanceMarketWatch
US existing home sales unchanged in AugustReuters
Kitco News -Yahoo Finance
all 371 news articles »

Chron.com

Toll Brothers builds excitement with its National Sales Event
Chron.com
As Toll Brothers' National Sales Event heats up communities under construction in Houston, plans are on the horizon to open a new community coming soon to The Woodlands. During the National Sales Event, buyers can find a variety of home styles and ...


BBB Tips: Smart approaches to garage sales
Jefferson City News Tribune
Whether you're getting ready to sell a house, move or just want to make more room where you live, a garage sale can be a good way to get rid of unwanted items while realizing some cash. Start by attacking one closet or room at a time. If you decide to ...


Athens home sales surge from a year ago
Alabama NewsCenter
Sales: According to the ValleyMLS.com, Athens/Limestone County residential sales totaled 187 units during August, up 16.9 percent from 160 sales in the same month a year earlier. August sales were also up 17.6 percent compared to 159 sales in July.

Google News

Marketing Conversations, And Conversation Stoppers

Where many marketing conversations get off-track are the ones you... Read More

Interactive Sales Letter Skyrockets Conversions with 2 Simple Questions

There are many tactics and techniques that go into converting... Read More

Buying Wholesale Mannequins

Many mannequin manufacturers sell their mannequins in wholesale. This means... Read More

Open Your Introduction With A Firecracker Moment

The number one requirement, whether you are a business owner... Read More

UK Sales and Marketing Terminology

Terminology / AcronymsABC figures: This is the independently audited sales... Read More

7 Strategies for Writing Fundraising Letters

Writing fundraising letters can be an effective way to request... Read More

Are You a Cultivator or a Harvester?

As a result of providing marketing consulting, training and coaching... Read More

I Am A Habit

JOHN DI LEMME on "I Am A Habit"H-A-B-I-T...When 95% of... Read More

Do You Have Enough Prospects To Make Your Numbers?

Several years ago I worked with a CPA who wanted... Read More

How to Sell High Tech Solutions

Many companies are looking to improve upon the speed, security,... Read More

What Not To Do With Your Leads

Anyone that works in sales knows just how important it... Read More

Quotations Tell... Proposals Sell!

The traditional "Quotation" was originally devised during the Industrial Revolution... Read More

Building an Action Plan

Going into your workday and waiting for things to happen,... Read More

101 Ways to Improve Your Direct Mail Response

1. Mail to your customers more often. If you are... Read More

How To Get Rich Giving Away Something Free

The best of all worlds is to have a product... Read More

An Introduction to B2B Lead Generation

It is important that organizations find other companies to do... Read More

Save Your Breath: How To Sell In Trade Shows Without Pitching

You stand there, in front of your great presentation material,... Read More

12 Handy Tips for Generating Leads through Cold-Calling

Cold calling can be a great way to generate quality... Read More

Selling Commodities

"How do you create a perceived value to differentiate yourself... Read More

Telling the Value Story

You arrived on time and completed your calculations. You worked... Read More

Top 10 Ways to Maximize Your Approachability

After reading and researching thousands of books, articles and other... Read More

Do Your Customers Buy On Price Alone?

Here are four simple things you can do to take... Read More

Future Business Key Element In Sales

A challenge facing many businesses is how to maintain a... Read More

I Don?t Want To Be Sold; I Want To Buy

I went shopping for clothes today.My plan was to buy... Read More

People Buy People So Sell On Relationships

(Objection handling tips excerpted from Objections! Objections! Objections!)People buy people.... Read More