Could You Increase Sales without Selling?

Nov 02 2009

Could You Increase Sales without Selling?

Posted by: Cheryl Clausen in sales coaching, tags: increase sales, sales coaching, sales training

Hmmm… that’s sounds like an oxymoron doesn’t it? Like saying a dry rain, it just doesn’t seem like those words fit together.

Increase sales without selling… is that even possible? YES.

You already understand selling a service is NOT like selling a product of any type or any value.

I’d like you to think about something for me. Could you please picture in your mind…

An Ordinary Sales Person?

Did the person you pictured look anything like this?

Not that Larry here isn’t a perfectly nice fellow, BUT…

How did you feel as your mind conjured up what an ordinary sales person might look like?

Did you feel even a little tension somewhere in your body?

Why did you feel that tension?

You didn’t feel that tension because of how the ordinary sales person you thought of in your minds eye looks. You felt that tension because of how the ordinary sales person in your minds eye behaves.

Yes, how he or she behaves. When you think of a sales person you probably think of someone who is a little too loud, a little too pushy, a little too talkative, a little too… well, a little too of a lot of things you don’t really like.

The strange thing is when you are approached by a “sales person” that tension is triggered without the “sales person” doing a single thing to trigger that reaction. That negative reaction is exactly why…

Ordinary Sales Training Does NOT Work for People in Service Industries

How could you possibly expect someone who needs to trust you, rely on you for very important things in their life to respond positively if you behave like you are an ordinary sales person?

You don’t like how it makes you feel to act like an ordinary sales person either.

I’d like to ask another question. Have you have went with a friend to “help” them make a buying decision? Or perhaps they’ve just talked it through with you until they came to their own conclusion.

Bingo, that’s exactly how you…

Increase Sales without Selling

If you’ve ever helped someone else buy you know how rewarding the experience is for both of you. Typical sales training doesn’t help you develop those conversations because they teach you to constantly push your agenda when you should be following your clients agenda.

It’s all in how you set the relationship up from the beginning.

Instead of trying to talk everyone you meet into buying… you make it crystal clear who you can help get what.

Instead of doing most of the talking… you listen, really listen, and help the other person think through their options.

Instead of pestering people hoping they’ll eventually give in and buy… you develop relationships so when they are ready to buy they wouldn’t think of using anyone else but you.

In a service business it’s all about the relationships you develop. It’s all about treating your potential clients with honesty and integrity. It’s all about behaving like a trusted professional not an ordinary sales person.

So, if you want to increase sales without selling just like I lay out in The Blueprint for Increased Sales” you must:

Start with the right message
Going to the right people
In the right way
Motivating them to take the right action
For the right reason

When you look over that list where do you think the actual sales conversation comes into play?

I didn’t intend to trick you; however, the actual sales conversation doesn’t come into play on this list at all. All of this happens before you ever hold your appointment. Why? Because that’s how you set yourself up to increase sales without selling.

Speaking of increasing sales… could you use some new clients in the next 9 days? Check out my new eBook “How to Get More New Clients in 9 Days”

Coach Cheryl

Do it Yourself

Do it with a Little Help

Do it with Guidance

photo credit: me and the sysop

This entry was posted on Monday, November 2nd, 2009 at 6:00 am and is filed under sales coaching. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.