The Filipino Entrepreneur

When you’re speaking to someone about your services do you sometimes feel as if a barrier is coming up from them? The person may resist listening to you, they may resist opening up to you and they possibly might not trust you right from the beginning. These are all signs of sales resistance. Sales resistance is virtually an automatic reaction we all have. To understand this, put yourself in their shoes.

Put yourself in their shoes and think about your own reaction when someone is trying to sell you something. How does it make you feel? Do you feel resistant? Do you feel tense? Do you feel that all the seller cares about is making a sale instead of caring about you? Do you want to leave the conversation as soon as possible? If you feel like this, it is only natural that the person you are talking to will also feel like this if you are trying to sell them something.

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When selling your services, wouldn’t it be great if you could get to a “yes” quicker? So how do you do that?

There are several ways to do this. There are some low leverage but important strategies and there are some extremely high leverage strategies.

Some low leverage but important strategies to use are:

-Make it very clear in all your marketing materials who you serve, what problems you solve and what results you deliver. Chances are then that the people who contact you will be pre-qualified and will be in your target market and will have problems you can solve.

-Have testimonials in all your marketing materials which show results your clients have achieved from working with you. These testimonials will help you speed through the credibility part of the sales cycle.

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Are you applying the “So What Factor” every time you talk about your products and services? If you are passionate about what you do, it is very easy to fall into the trap of telling potential clients as much as you can about the features of your products and services and ignoring the “So What Factor.”

Are your potential clients really interested in listening to you talk about all the features of what you have to offer? The answer is no. What they’re really interested in is WIIFM - What’s In It For Me. They want to know what specific results, benefits and value they’re going to get from your products and services.

So how do you make sure you always address the WIIFM when you talk about the features of what you have to offer?

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Manipulation is all about controlling others for your own advantage. As a professional you definitely don’t want people thinking you are manipulating them into buying your products and services. In fact your fear of being perceived as being manipulative may be putting you off having some sales conversations.

So how do you ensure you are not being manipulative and that you are not being perceived as being manipulative?

Here are 6 steps:

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Questions are the answer when selling. If you ask the right questions, your potential clients will sell themselves on your products or services. You will not have to sell at all. How great is that?

So why are questions the answer? Why will questions do the selling for you?

Questions will do the selling for you provided you have the “Question 3-legged stool” in place.

The 3 legs are:

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