Are You A Top Salesperson? - 7 Barriers to Becoming A Top Salesman - Part 1

One of the biggest reasons that people never become a top salesman or top closer is that they try too hard at the wrong things. Believe it or not, being a great closer is not about how many sales books you've memorized or how many sales trainings or seminars you've attended. It's about selling yourself. People buy you just as much as they buy the product you're selling.

Barrier 1 - Sounding Like You're Reading A Script

The worst offenders of these are telemarketers. Many telemarketers have poor reading skills and sound as if they are reading a script. And because of that, many people don't buy. Because those "readers" sound so mechanical, many companies have started to use recorded messages on the other end of the line. It saves money and the voice over the phone sounds much better and more professional. If you read a script, make sure it sounds as if you're having a conversation, otherwise you'll never sell anybody.

Barrier 2 - Not Developing Rapport

It's human nature to want to buy from someone you like or have a good feeling about. Too many salespeople don't understand the psychology of people and go straight for the sale without warming up a potential buyer. If you don't take the time to develop some sort of connection with your prospect, you will never get the sale - because they won't like you enough to buy from you. Know this, people buy you first, and the product second. Tony Robbins sums it up brilliantly, "People like people like themselves." The easiest way to connect is to ask questions. It gets people talking.

Barrier 3 - Using Sales Tactics Versus Sales Technique

Sales trainers who still use sales books from 30+ years ago still teach sales tricks and tactics instead of sales technique. In the 21st century, the "Old School" phrases like, "I can appreciate that Mrs. Jones" or "feel, felt, found" hardly work anymore because everybody's heard them a million times. A prospect's antenna immediately goes up (and so do their defenses), alerting them that a sales pitch is coming. If you're using outdated sales tactics and phrases, find a way to update them for today. Sales isn't about pat responses or rebuttals to objections people raise. It's about being a skillful listener and using proper sales technique.

Barrier 4 - Going for the Close Too Soon

Some salespeople go for the money or as we like to call it "going for the jugular" too soon. People will generally give you an indication when it's the right time to go for the close. Do it too soon and you risk alienating them and losing the sale. Patience is the key. Let them lead you. Pay attention to their demeanor and attitude. When they relax and let down their guard, that is the time to move for the close.

Be sure to read Part 2 of "7 Barriers to Becoming A Top Salesman" where I reveal the final 3 barriers and how to solve them. http://www.getprospectstocallyou.com/7-Barriers-pt2.html

Brought to you by C. Monroe Alexander, sales and lead generation coach.

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