Softer Side of Selling

Secrets of the Softer Side of Selling

Focus on Behavior

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Forget attitude—focus on behavior

Forget attitude—focus on behavior

Forget Attitude…Focus on Behavior

I’ll bet you have heard more than one motivational speaker talk about positive mental attitude and how important it is in the quest for success in sales.

Your Attitude Doesn’t Have to be Sparkly

I am more interested in the daily behavior of salespeople, that is, the daily level of activity accomplished. It is behavior—not attitude—that makes all the difference in performance.

  • How many calls did you make to prospects?
  • How many follow-up calls did you make to customers?
  • How many referrals did you request?

Nobody’s attitude can be 100% every day. There are days when we feel a little “down,” and that’s okay. We control our behavior—our level of activity. We cannot always control our attitude.

Surprise Yourself

If you focus on what you do—not how you feel—you’ll find that at the end of the month, you may have accomplished a lot on the days when you were “up” as well as the days when you were “down.”

Focus on Behavior

Tasks done well will affect your attitude.

I remember one blustery, rainy day when I worked in Chicago. The weather forecast wasn’t going to get much better and the traffic conditions were terrible. I left with plenty of time to get to the first meeting with a new potential customer. Walking through the driving rain from my car to the office I must have looked like a drowned rat.

The prospect had invited several of us competitors to a pre-bid meeting for a new project. By the time I got to the company I was a few minutes late. The receptionist said I was the first to arrive, took my wet coat and hat, and invited me to wait in the conference room. In a few minutes the purchaser arrived and we chatted.

One by one the other invitees called to regret not being able to get to the meeting. As a result, the purchaser and I discussed the project alone, and I got the details for which to prepare a proposal. Then he gave me the budget he had in mind for the project and said since I was committed enough to show up, assuming I could meet the budget, we would get the business.

For a day that started with a poor attitude, doing the necessary behavior resulted in success and a wonderful change in attitude. Don’t be preoccupied with your attitude. Do the necessary behavior.

For even more sales help, join our FREE Sales Club! “See” you next week.

Good selling!
Don Crawford

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Go For The “No”

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When is "No Sale" a good thing?

When is “No Sale” a good thing?

Go For The “No”

Salespeople love to hear the word “Yes,” and dislike hearing the word “No.” Often when we hear “No,” we panic. We frequently think we did something wrong—sometimes even allowing it to wound our self-image. But be strong, and don’t take it personally!

When Can “No” Be Good?

It’s true. A “No” can actually be good. Because when the prospect says, “No,” the real selling starts.

Ask Why

All you need to say is, “I certainly respect what you are saying, but, off the record, you said “No” for a reason?” Quite often, your prospect will tell you. You may be surprised to find that you can quickly overcome the objections and soon get to “Yes.”

Put Your Fears Aside

Don’t be afraid to hear a “No.” Most times a “No” indicates a misunderstanding that can be cleared up. Why did the prospect say “No”? Ask clarifying questions to better understand why. If you can meet the objection and confirm the prospect is satisfied, then again ask for the order. Flush it out. You’ll know exactly where you stand and you’ll feel good about yourself.

So when can “no” be good? Sometimes you may have to “Go for the ‘No’” so you can start selling.

For even more sales help, join our FREE Sales Club! “See” you next week.

Good selling!
Don Crawford & Lois Carter Crawford

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Carefully Choose

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Carefully ChooseSpeaking to Prospects & Customers

The words we use when we speak with prospects and customers affect the outcome of the sales presentation. Think about and carefully choose the words you use to improve sales.

Proposal vs. Quote

Are you after a long-term, mutually beneficial relationship? Sounds a lot like marriage. Do we “quote” to the one we love or “propose?”

Price vs. Cost

Cost has a negative connotation. Price is more appealing. Have you ever seen a “cost tag” in a furniture store?

Benefit vs. Feature

People buy benefits. Think about drill bits. Carpenters and machinists really want holes. If your drill bit lasts longer than the competition, the
customer gets more holes per bit.

Want vs. Need

We buy what we want not what we need. I need transportation to get me to work. I want my own car rather than taking the bus.

Share vs. Tell

From the earliest age, our mothers taught us to share. “Would you share your budget with me?” is better than “Tell me your budget.”

BONUS TIP: Can vs. Will

Can denotes the person has the power to do. Will is optional. “Can you make a decision today?” asks whether they have the ability to decide. While “Will you purchase six cases of this fine wine?” begs for excuses like “I would, but my wine cellar is full, sorry.”

For even more sales help, join our FREE Sales Club! “See” you next week.

Good selling!
Don Crawford & Lois Carter Crawford

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It’s Here!

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Secrets of the Softer Side of SellingSecrets of the Softer Side of Selling, Second Edition
 Available on Amazon

We are pumped! We’re happy to let you know that Secrets of the Softer Side of Selling was published today! It’s now available on Amazon in paperback and Kindle format. Did you know that even if you don’t have a Kindle, you can get the free Kindle app so you can read it on your device?

So go get your copy now. Please? And when you do, we’d love it if you would leave a review on Amazon.

Good Selling!
Don & Lois Carter Crawford

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Secrets of the Softer Side of Selling: At the Printer

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It’s Almost Here! (New Book at the Printer)

Secrets of the Softer Side of SellingOur new Secrets of the Softer Side of Selling, Second Edition book and ebook have been uploaded for printing and distribution. Both versions will be available on Amazon by October 17, our launch date!

Boom-chucka-lucka!

We are still finalizing our launch plan, but there will be deals.

Improve Sales Results

Whether you’re early in your career or an old pro, Secrets of the Softer Side of Selling will show you how to achieve your goals—even if you never believed it was possible. If you’re new to sales, or you own a business and have finally figured out that your job title really includes “sales director” or “sales rep,” this book could be the flat-out best book you’ll ever read.

Secrets of the Softer Side of Selling is laid out in easy-to-read chapters. Each chapter has “Challenge Yourself” section to help you practice the skill or technique. We include proven self-evaluation drills that challenge you to increase your strengths and overcome your weaknesses.

Here’s what you’ll learn:

  • The “secret” six-step sales process
  • Simple ways to build rapport
  • How to discover the prospect’s budget
  • Simple buyer behaviors to watch for
  • When to make a sales presentation
  • When to stop selling
  • How to make cold calls fun
  • How to handle the competition
  • How to manage customers for life
  • When to fire your customers

While You Are Waiting, Did You Join Our FREE Sales Club?

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