Making more sales while retaining your integrity -- is it possible
to do both?
Here are seven suggestions:
1. Focus on the getting to the "truth" of your potential client's
situation. You may or may not be a fit for each other, so focusing on
the end goal of making the sale only derails the trust-building
process. Without trust, you compromise integrity.
2. Eliminate rejection once and for all by setting realistic
expectations and avoiding traditional sales behaviors such as
defensiveness, persuasion, and over-confidence. If you're not trying
to sell, you can't be rejected.
3. Stop "chasing" potential clients who have no intention of
buying. How can you do this? Shift your mindset and boost your
truth-seeking skills so that you can quickly, yet graciously, discern
whether the two of you are a potential "fit" or not.
4. Avoid calling people "prospects" or even thinking about them
that way. People are people, and when you label them in your language
or your thoughts, you dehumanize them and the sales process.
"Prospect" reinforces the notion that sales is only a "numbers game."
Train yourself to think about "potential clients" instead.
5. Take the "cold" out of your cold calling. Don't start with "Hi,
my name is... I'm with... We do...". When you begin a conversation by
making it about you, instead of about the other person, you
immediately cut off the possibility of opening a dialogue. Try the
more humble approach of asking "Maybe you can help me out for a
second," and keep in mind that you're really calling to help them
solve their problems.
6. Don't try to "overcome" objections. Instead, determine whether
the objection is the client's truth or not. Then you can decide
whether to continue to open the conversationPerniagaan .
7. Avoid using "I" or "We" in your e-mail communications to
potential clients. These words indicate that the focus of your
communication is on satisfying your needs rather than solving their
problems. This sets the wrong tone for a potential relationship.