Comments on: Are You Trying Too Hard to Sell? Just Stop Selling.

By: Matt Wood

Matt Wood — Thu, 28 Feb 2008 16:49:20 +0000

I forget where I heard it, but a variation is to begin with a question like “What are your three most pressing problems”?

Being a good listener often removes that type of “hidden objection”.

By: Beth Carmen

Beth Carmen — Mon, 01 Oct 2007 10:34:34 +0000

I gave up the hard sell years ago. I find it just wasted too much of my time and wasn’t really working. It seems the hard sell is just so much harder than giving people what they want/need.

By: Roberta Rosenberg

Roberta Rosenberg — Wed, 31 Jan 2007 22:00:20 +0000

I also like Jill’s approach about reframing the question from ‘Want to hear all about my great stuff?” to “How can I help you improve your business?” That one shift at the beginning of any sales discussion elevates it to the next levels and lowers the resistance on the part of the prospect.

By: David Airey

David Airey — Tue, 30 Jan 2007 12:31:30 +0000

I must admit, when faced with a telesales caller who launches straight into a pitch without even asking if I’m busy, I simply hang up.

It’s irritating how poor some people can be at sales when they phone you at home.

Nice image by the way

By: Whitney

Whitney — Mon, 29 Jan 2007 21:56:43 +0000

Alan Weiss over at RainToday.com had his thoughts on this same subject, Mike.

http://www.raintoday.com/pages/2078_listen_to_the_silence.cfm?broadcastID=510&linkID=9882&ID=62288

Other good information on RainToday.com, on this topic, if you’re willing to sign up for a free login ID and then dig in the archives a bit.

By: Susan Weiner

Susan Weiner — Fri, 26 Jan 2007 16:42:28 +0000

I like Jill’s idea of asking how you can improve their business. I take that approach.