We Are Still Using Ancient Sales Strategies In Modern Day Selling...and It’s Destroying Our Closing Ratio

Have you been to street fairs or bazaars? Dozens of vendors with their wares spread out on long tables. Jewelry, household items, books, kitchen utensils-you name it, there is a lot of “stuff” to look at.?

Of course, some people just like to look. They’re “window shopping” under open-air tents.

Others come with an open mind, looking for a bargain, maybe buying something that jumps out at them.?

Still, yet, others come looking for a specific item.?

How do the sellers know who’s a buyer, and who’s a gawker?

Well, different vendors have different methods. Some talk to everyone who stops by their table. “Do you like that?” “I have more over here.” “Would you like to see something else?”

Of course, some people get turned off by that approach. They want to make their decision on their own, with no help.?

Other vendors sit politely by their tables, making eye contact to let the prospective purchaser know they're ready to help, answer any question, etc. But they don’t make an overt move toward the browser.?

So, how do you, as a salesperson, come across to potential customers/clients? Are you the pushy type of salesperson? Or are you more circumspect with your sales technique?

I tell the salespeople I train that, in general, salespeople are assertive, aggressive, or abrasive.?

Which Is Best?

Well, you never want to be abrasive. That’s pretty clear. No matter what product you’re selling, no matter how good it is, abrasiveness is not the way to win clients.?

That leaves assertive and aggressive. And they are two different approaches.

?The aggressive salesperson also alienates a potential customer by being like that bazaar peddler, getting in people’s faces, and hawking their product to the customer.?

But the assertive salesperson presents themselves in a manner that says, look, I’m trying to sell you a product. You know that and I know that. By being upfront with the customer, you’re raising your credibility with the customer. Then you can also tell the customer this is an excellent product that will do good things for the customer and his/her company.?

And the customer will believe you.?

Gunter Wessels is the Founder and Chief Revenue Officer at LiquidSMARTS in Chattanooga, TN. Gunther and his team help customers increase their pipeline velocity and forecast accuracy. They also teach clients how to grow and support best practices.

In addition, he can help you develop the assertiveness necessary to quickly close sales.?

If you are interested, call Gunter at 909-910-5417. You can also email him here or get on his calendar here .