Yea BUT.....I'm Telling not Selling!

To set the scene let's focus on all your NO SALES, the ones that got away, the ones that were not your fault,
It was the prospects,
They had no money,
They had no need,
Just gave you loads of objections,
Would not listen,
Wanted to think about it,
Just said yes yes yes till the price then no no no,

Any of the above sound familiar? (or the worst one, they will buy.......but not today.)

Let's look at all those NO SALES and think what you could have done better. Some may say "nothing at all, I gave it my best shot." That's fine of course not everyone will purchase your product or service, but you could have worked the prospect harder...... "Yea BUT"....(Yea but, the last words of an ex Sales Pro)

ok ....wouldn't you agree that in some cases you could have improved some area of your presentation? (that was a switch from telling to asking....asking is selling....FACT!) yet that could only give me a Yes or NO response so to make the question more powerful, to involve you more I could ask

ok.......what part of your presentation do you feel you could have done better and why?

If you were to look back just maybe, maybe there was a bit of TELLING and no SELLING?

What do you mean Telling?

I mean due to the enthusiastic state of your mind, of how you feel that the product or service will benefit your prospect so much that they JUST have to have it,.....THEY HAVE TO......FACT! That you switched into a TELLING of MODE, of defending everything that you presented, that instead of listening to an objection or what your prospect told you, you already had an answer, a reply in your mind.

Yea BUT it will do this..........
Yea BUT it will save you money.......
Yea BUT without this how you won't be able to.......
Yea BUT it's important to......

This happens, you will not see it as you cannot see the picture in the frame.....FACT!

It happens when things get desperate,
When you may have not had a sale for a few days or weeks,
When the funds dry up,
When you are now in 2nd place in the monthly competition.

IT HAPPENS.....FACT! IT HAPPENS to all Sales Professionals......FACT!

Yea BUT.....sorry I mean However, you will find that the Champions in this Sales World, The Sales Professionals who constantly stay at the top of their game will spot this. They look at every NO SALE as not that it was the prospect, but on what they could have done better, how they could improve and if at any stage they were TELLING and not SELLING.

To start with get rid of the Yea BUT's......the more you say Yea BUT the quicker your Sales Career will be over.......FACT!