Released on: January 15, 2008, 5:52 am

Press Release Author: Heald Associates Sales trainers

Industry: Marketing

Press Release Summary: As a Sales trainer you might think I would be making selling
skills sound as complicated as possible and that unless you attended one of our
Bespoke or Open sales courses helping you to develop magic skills in face to face
selling, telesales, negotiating skills etc you wouldn't stand a chance in closing
those awkward sales situations. However, if approached in the right way SALES can be
very easy and its more about you having confidence in one what you doing and the
knowledge that it is the 'right way to do it'.

Press Release Body: As a Sales trainer you might think I would be making selling
skills sound as complicated as possible and that unless you attended one of our
Bespoke or Open sales courses helping you to develop magic skills in face to face
selling, telesales, negotiating skills etc you wouldn't stand a chance in closing
those awkward sales situations. However, if approached in the right way SALES can be
very easy and its more about you having confidence in one what you doing and the
knowledge that it is the 'right way to do it'.
Selling is really, in its basic form a transfer of enthusiasm providing you have
gained rapport with your buyer and are communicating with them so that they
understand you, you will be 90% there.
The key phrase i used earlier was communicating with them so that they understand
you Many sales people are only focussed on their own objectives, their questioning
techniques reflect only the answers they are looking for ie lead them towards their
own objectives, their listening skills are tuned only in to hearing the answers they
are looking for, YES you guessed it leading towards their own objectives. It's
interesting On Average people normally: Listen for 45% of the time trying to work
out what they Going to say next
Spend 45% time waiting for a GAP so that they can say what they want to say

LEAVING! Only 10% for actual / Real Listening!
Not surprising then when it comes to closing the sale they find themselves with an
uphill battle having to overcome objection after objection. THEY REALLY ARE, HAVING
TO SELL, rather than getting the buyer to BUY FROM THEM. Think about the definitions
of the two words,...
Buying: is the act of willingly acquiring for money something that you want or
need. The buyer generally leaves the transaction feeling happy and satisfied.
Selling: on the other hand Is attempting to convince another that they want or need
your product or service despite the fact that they may not. The purchaser typically
leaves the transaction with a strong feeling of buyer\'s remorse.
Buyer's remorse can often be translated into buyers saying 'leave it with me I will
think about it' and when you try to contact them for a decision they mysteriously
disappear, not returning your calls and generally being very evasive.
If people feel they are being SOLD to then they raise barriers, you and I Do it, we
ALL do it, however on the other side of the coin, everyone loves to buy, just watch
my wife try to walk past a shoe shop, despite the fact she has a wardrobe full of
them at home.
Whether you are selling face to face, over the telephone, by direct mail or from a
web site selling is also about solving someone else's problems. If your product or
service doesn't do this then frankly you will be struggling to have a business! You
might think this harsh but on our training courses we help sale people develop the
understanding of exactly what problems their products or services can solve, they
surprise themselves with the power this gives them. Their confidence increases
substantially when rather than selling products or services they start providing
solutions to buyers problems. Fulfilling the buyers needs will ultimately lead to
the salesman achieving their own objectives so you really end up with a win win
outcome.

On our training courses we focus on developing the right mindset, to let go of the
old principals of persuading, manipulating coercing would be buyers adopting the
modern techniques of needs analysis, seeking first to understand before being
understood and achieving your goals and objectives by getting buyers to BUY from you
so that their needs are met by your solution giving product or service. We teach
sales people how to ask the right question at the right time to ensure the real
needs are exposed, we teach how to 'actively' listen rather than passively listen
and by doing this expose not just about what is being said but what is being meant.
If you would like to learn more please Subscribe to our weekly tips and advice
section on the site for ongoing insights that will enable you to get buyers to buy
from you or email us for more information about possible sales courses that would
benefit you, remember these courses are for any size group including one to one. We
are extremely confident these techniques can imrpve sales peoples performance thats
why we guarantee them. i look forward to hearing from you in the mean time
There are 6 questions we suggest asking yourself before any sales or negotiating
meeting:
1) What precisely do you want out of the process?
2) What does the other person want?
3) What is the least i will accept out of the process?
4) What problems could arise?
5) How will I deal with each problem? And how could I turn them into benefits?
6) How will i bring the process to a conclusion


Web Site: http://www.easysalestraining.co.uk

Contact Details: Nigel Heald
Heald Associates
8 knights Court
Stretton
Burton on Trent
Staffordshire
nigel@healdassociates.co.uk
07757 249 259