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Are You Risking The Relationship for the Sale -- And Then Losing the Sale Anyway?
By Ari Galper, Founder of Unlock The Game™
Losing a sale can be disheartening, especially if you lose it for reasons you
aren't even aware of.
Traditional selling approaches tell us that sales are usually lost because of some element -- price, features, benefits -- having to do with our product or service.
So, when we sell, we naturally focus on what we're selling because we feel we have to differentiate our product or service so prospects understand what we're offering that's unique.
But...what if focusing all your energy on WHAT you're selling is actually the main reason
WHY you're losing sales?
"Not possible!" you say. No?
Let's hear, in my client Ryan's own words, what happened to him.
His story will help you realize why you may be losing sales without really understanding why.
From: Ryan
Subject: Unlock My Brain
Hi, Ari, It's been a while since we've been in touch, and I'm sure you were frustrated working with me because I was so engrained in traditional sales thinking. I have to admit that it has taken me quite some time to shift my selling mindset.
I just wanted to let you know that I've finally unlocked my brain -- and consequently the game!
Here's what happened.
Recently, my VP of sales strongly "suggested" that I push for a close with the largest account that my company had seen. We were all anxious for them to make a decision, but I knew that they needed to reach a few more milestones in their own processes first.
I tried to convey this to my VP, but the suggestion became a demand, and we proceeded down "our" path of techniques and whatnot to convince them to go with us. Of course, I had the VP on every call after this.
At the end of the day, they decided to go with someone else.
When I asked them for feedback, I got a real wake-up call.
They said that at first they felt as if I really understood their processes and problems. Our prices were a little higher than our competition, but what stood out was my approach to understanding them and not pushing the sale.
They felt as if I really had their best interests in mind, so they heard me out. But when I started to push for the close, they saw that I was just like everyone else who sells, so they had to make their decision based on price, instead of on the value of our relationship.
The relationship, and consequently the sale -- which I invested many hours developing-- died the moment I put on the pressure. By using traditional sales techniques, I wound up sacrificing the relationship and the sale.
This experience was what I needed to unlock my brain and realize the impact of traditional selling techniques on prospects (or should I say, "people").
I finally feel as if I've found the missing ingredients that make selling a natural, productive experience that will actually bring me sales instead of losing them.
Warmest Regards,
Ryan
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Ryan's story points to a very important lesson: if you don't have an approach that is a perfect balance of nonaggression and effective penetration of your prospect's core needs, you'll end up asking yourself time after time, "Why am I losing sales, and why has selling become so painful?"
You can risk the relationship and lose the sale, but with a different sales mindset, you don't risk anything at all -- because you can preserve the relationship, and make the sale.
To your continued success,
P.S. Click here to learn about the Unlock The Game™ Basic and Mastery
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Ari Galper is the founder of Unlock The Game™, the only selling program that completely eliminates pressure from the selling process. His Unlock The Game™ Sales Program
has helped thousands of entrepeneurs and sales professionals worldwide.
Visit http://www.UnlockTheGame.com to take a Free Test Drive!
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Is Selling Painful For You?
It's not your fault -- and there is a better way
Is this how selling is
starting to feel like for you?
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Old "tried and true" cold calling and sales techniques that were once successful have completely lost their effectiveness over the years. That's why I developed a new sales mindset and cold calling approach that will quickly and automatically put you ahead of the game and instantly in a league above your competition.
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OLD SALES GURU MYTH # 1 - "Cold calling is a numbers game." But, sales is only a numbers game when all you know is traditional selling. Yes, you can call people over and over, chase them until they listen to you so that you just go away. However there is a better - easier method of building trust and getting your product or service message across - all on one call. Simply by changing your sales approach you'll make FEWER CALLS and MORE SALES.
OLD SALES GURU MYTH # 2 - "Use a sales script to cold call." People can tell when you're reading from a script, even if you think you're pretty good at it and getting away with it. There's nothing personal about it and people can pick that up. Being artificial just puts you into the typical "Salesperson" category. If you can learn to get your message across in a different way, you'll eliminate the negative triggers that can lose your sale within seconds.
OLD SALES GURU MYTH # 3 - "Focus on closing the sale." Are you "going in for the kill" with your closing sale technique? - If you are, you could end up killing your deal instead. Old sales techniques do nothing more than pressure the client or prospect, and as a result they naturally want to retreat away from that pressure - and that pressure is you. By learning to avoid the "push and pull" dynamic between you and your prospect, you'll be able to move the sales process forward to get the result you want.
Welcome to Unlock The Game™
Unlock The Game is a radically honest sales and cold calling approach based on integrity and common sense. It challenges traditional sales thinking and helps you achieve better sales results.
It's the missing link -- a new mindset and language that converts selling into a natural conversation between you and your prospect.It offers you a new way of thinking about selling, from cold calling -- the most dreaded selling experience of all -- to the end of the sales process.
You don't have to abandon the selling skills you already know -- Unlock The Game gives you a new approach and new tools to help you let go of old behaviors that bring you negative results.
It's incredibly effective.
Best of all, it's easy to learn.
"Unlock The Game is a breakthrough that takes the rejection out of cold calling"
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"In a new age of frustrating and difficult selling challenges, more specifically the fear of cold calling, and starting new conversations without feeling rejected, Unlock The Game gives us all the answers to a natural way of engaging new prospects over the phone. Keep up the good work Ari!"
Brian Tracy is a leading authority on personal and business success. As Chairman and CEO of Brian Tracy International, he is the best-selling author of 17 books and over 300 audio and video learning programs. |
Brian Tracy |
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To your success,
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"The Mindset approach is simply a bridge that you can use to build trust with the people you call so you can
better delve into their world and decide mutually whether you can help them solve their problem. "
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