How to End the Sales Chasing Game

In a day and age where technology rules the selling world for many growth-oriented businesses, authenticity and trust have taken a back seat to the sales process.??But I believe, coach and practice the opposite of this because when you lead with authenticity you can put the trust back into the selling process in such an elegant and natural way that the truth quickly emerges between the seller and the buyer.?And when this happens the painful and arduous chasing process no longer must happen to make a sale.

?Here are 4 ways I do this, which you can practice and start implementing:??????

1.?Avoid reading from a script

Life is not a script, nor are normal conversations. When we speak from a memorised script of how to do something, we’re not being natural. We’re playing a role. And that means we’re chasing a sale rather than enjoying an opportunity to meet someone new and find out if we can help them.?

Allowing a conversation to naturally flow helps you enter a dialogue based on trust, which lets your potential client’s real issues emerge.?

Formal scripts that you must know by heart because it is the sales process that has always happened, don’t give you the freedom to take conversations in the direction they may naturally want to go. And this will feel stilted and awkward.??Nor just to you, but to the potential client too.

If you begin to view your first sales conversations as just a dialogue, a way to create a real conversation between two people, you’ll find it easy to let go of the idea of what should.?You’ll sense the shift of the energy in your conversation when the emphasis is about the person you’re talking with and not about your making a sale.?

So, generate a spontaneous conversation, based on the problems you can help the other person solve. This will diffuse your feelings of being awkward and artificial and allow you to enjoy the journey.?

?2.?Address a Core Problem

People connect with you when they feel you understand their issues before you focus on yourself and your solutions. Come up with two or three specific problems that your product or service solves. And talk about it with the potential client first, before offering your sales pitch.?

?When you offer your presentation or solution without first involving the other person by talking about a core problem they might be having, you are focused on the sale rather than the conversation. And your whole energy tends to drive the interaction into a sales mode. Remember, whenever someone feels “chased,” they usually run.

So, stop for a moment. Convey that you’re a problem solver.?Invite a mutual exchange of information that explores whether there’s a possibility that the two of you might work together. Help them understand that your thoughts and goals are not focused on selling them anything at all.?

Most people will welcome your interest in their problem if you’re not operating out of the hidden agenda of making a sale. So overcome the temptation to discuss what you have to offer and move into focusing on your potential client’s world. Invite discussion, express interest, and stop chasing the sale.

?3.?Uncover the Truth of the Situation

Make your objective to uncover the truth of the potential client’s situation and to be okay with the outcome, whether it’s a yes or a no.

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We can do this by checking in at various times in the conversation to make sure it makes sense to continue the dialogue. If we just move ahead without doing this, we’re in “chase mode.” And in this case, we may be chasing something very unrealistic for this particular potential client.?

?So, we ask important questions such as, “Is this a top priority for you to solve right now?”?We may find that the potential client is very interested in working with us, but the budget or staffing may simply be too thin at this time.?

We stop at various checkpoints in our conversation to make sure we’re moving ahead together. If our thoughts are fixed only on our own goal of eventually securing the sale, we can miss very important signals that the other person may actually have no intention of following through.

4.?Where do We Go From Here?

Here’s something very surprising. Allow the conversation to end without chasing the other person into a sales appointment or commitment, and the other person will often be the one who initiates further contact.??

So, when you feel as if the conversation is coming to a natural conclusion, you can simply say, “Well, where do you think we should go from here?”?

This question reassures potential clients that you’re not using the conversation to fulfill your own hidden agenda. It invites the other person to take charge of where things are going, and all you need do is follow along.

When you stop chasing the sale, you’ll be truly surprised at how often the sale gently awaits you within a friendly conversation focusing on the needs of others.??

Ari Galper is the World’s #1 Authority on Trust-Based Selling and the creator of Unlock The Game?, a new sales mindset that overturns the notion of selling as we know it today. His personal insights on how to build trust between buyers and sellers continues to break new ground. Thousands of Business Owners worldwide have been transformed by his trust-based sales approach. Get access to his "Stump The Guru" podcast recordings here?www.UnlockTheGame.com/Podcast?and watch his Trust-Based Selling Masterclass at?www.UnlockTheGame.com/Video. For a Complimentary Sales Growth Consultation, apply at?www.UnlockTheGame.com/FreeConsult.