Sales Help

Too much sales is all about manipulation. And asking rhetorical questions - questions which would only have a "yes" as an answer. (See some of the other answers in this thread for good examples.)

I cannot think of a salesman who I haven't been able to spot on the phone within the first three seconds.

Sometimes all it takes is them to say, "Hi, how are you?"

Fact is, normal people do NOT say that as the first thing out of their mouth. Normal people do not use your name every sentence either.

For me it's all about getting to the point quickly.

"This is Joe Blogs with XYZ co. We distribute the latest international and American-made computer games. Is that something you want to stock in your store?"

(Notice no "Hi" or "my name is".)

Yes or no answer. Goes against all the so-called sales training. But all the so-called sales training is manipulative.

You want to ask them a question that has them tell you they want what you are offering - see the above example.

Asking someone if they are "interested" is time wasting. Interest doesn't pay the bills. Interest will eat all your time.

Why be manipulative to get an appointment. Only bother with appointments with people who want what you offer.

Using the above technique is easy and low stress because there is no manipulation. Try it. You will like it.

If they say "no", thank them for their time and move on to the next call. But call them back again next month - just as polite and straight forward.

Jacques Werth has a good cold calling and getting rid of the fear article here:
http://www.highprobabilityselling.com/html/fear_of_rejection.html

He also has an interesting article on "interest" here:
http://www.highprobabilityselling.com/html/sales_prospects.html

And here is his article on closing sales:
http://www.highprobabilityselling.com/html/closing_sales_effortlessly.html

One thing you should ask you boss is why he is expecting you to do selling without training you.

Hope this helps.

Michael Ross