Ian Titchener, Director of Telemarketing Matters , writes:
Believe it or not, there are still people out there who are using outdated, patronizing sales tactics to sell to prospects. Have you ever had a double glazing salesman in your house who has to “ring his boss to see whether we can cut you a better deal”? How uncomfortable did that make you feel? Well if you use old fashioned and outdated sales tactics, that is exactly how you're are making your prospects feel.
The life of a sales person has changed radically over the past 15 years. When I started in sales we did not have computers, or email. We had telephones and fax machines (we were even allowed to smoke at our desks!) The technology is not the only thing that has changed; the way we deal with prospects has changed just as radically.
There is an old fashioned sales adage that I very often quote, and that is that people buy from people. When people buy from you, they are not just buying your product, they are buying into you. If you want an illustration of this, why not ring your best client right now and ask them why they buy from you? I would put money on them saying because you’re a nice guy/lady. People want to like and trust the people they are buying from.
You have to earn your prospect's trust by asking them intelligent questions that engage their brain, questions that are motivated by an attitude that you have cultivated, an attitude of wanting to help your prospects and not take their money. If you are only motivated by making money then you will fail! Making the money comes when you have helped your clients.
If you show yourself to be an expert in your field, trustworthy and communicate the value of your product you will not only sell more but you will also earn the trust and respect of your clients, and they will never leave you.
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