Do You Have to Be Aggressive
to Make Sales?
          By Ari Galper, Founder of Unlock The Game

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A few weeks ago I was onsite at a company that had hired me
to train their sales team on how to stop using traditional selling
and start using the Unlock The Game™ sales approach.

After one coaching session, one member of the sales team came
up to me and said, "Ari, your approach makes complete sense --
but I'm afraid I'll lose sales if I stop being aggressive and start being passive!"

Whenever I hear a comment like that, I want to scream, because it means
that the person just doesn't yet understand that removing pressure from
the sales process doesn't mean being passive!

But...I didn't scream. I took a deep breath and then explained that
Unlock The Game™ is the reverse of passive.

Rather, it's an active attempt to create pressure-free
conversations with prospects.

However, to do that we must eliminate behaviors and language that
prospects can perceive as "aggressive."

We all know what these are -- continual e-mail and voicemail "followups"
in which salespeople try to pin down the status of a potential deal --
is one common example.

The problem is that prospects react to aggressive, or perhaps we
should say "overaggressive" sales behaviors by withdrawing and evading us.

We could say that Unlock The Game™ actually takes the "middle ground"
between passive and aggressive by being authentically unassuming, 
yet effective - and that this is the most stress-free and effective way to sell.

What do I mean?

I mean that you have to shift away from assuming
that every prospect is a fit for your solution.

It's sort of like the legal concept of "being innocent until proven guilty."

We can't afford to make any assumptions about "fit" until our
conversation with the prospect indicates that we've mutually
arrived at that conclusion.

The aggressiveness that turns off prospects sets in when you assume,
every time you pick up the phone, that you have a solution for them.

Your tone of voice and language gives them that message long before
they've even had a chance to agree that they have a problem you might
be able to help them solve.

But if you can manage to find that middle ground of not assuming
anything while also communicating in a low-key, unassuming manner,
you'll discover a whole new effectiveness you could never have imagined.

Can prospects sense when you're assuming too much?

Sure they can -- because most of us have been conditioned to
present or talk about our solution as a way to engage prospects
so they'll reveal their problems to us.

But that logic is completely flawed, because when you launch
into your solution to someone who doesn't trust you yet, all you
do is allow them to pigeonhole you as a stereotyped "salesperson."

So how do you make this concept of being unassuming but effective a reality?

First, learn to start conversations by focusing 100 percent on
generating discussions around prospects' problems, rather than
pitching your solution the second you hear an opening.

Second, learn to begin those conversations by converting
the benefits of your solution into problems that your solution can solve.

Third, after you and your prospects have identified a problem or problems,
you can then engage in a discussion about whether fixing those problems is a priority.

It's only at that point that prospects have finally given you implicit
permission to share your solution with them.

Jumping in with solutions prematurely will only land you back
in the trap of being perceived as "aggressive."

To your success,

 

Is Selling Painful For You? 

It's not your fault -- and there is a better way 

Is this how selling is starting to feel like for you?

Old "tried and true" cold calling and sales techniques that were once successful have completely lost their effectiveness over the years. That's why I developed a new sales mindset and cold calling approach that will quickly and automatically put you ahead of the game and instantly in a league above your competition.

OLD SALES GURU MYTH # 1  - "Cold calling is a numbers game."  But, sales is only a numbers game when all you know is traditional selling. Yes, you can call people over and over, chase them until they listen to you so that you just go away. However there is a better - easier method of building trust and getting your product or service message across - all on one call. Simply by changing your sales approach you'll make FEWER CALLS and MORE SALES.

OLD SALES GURU MYTH # 2 - "Use a sales script to cold call." People can tell when you're reading from a script, even if you think you're pretty good at it and getting away with it. There's nothing personal about it and people can pick that up. Being artificial just puts you into the typical "Salesperson" category. If you can learn to get your message across in a different way, you'll eliminate the negative triggers that can lose your sale within seconds.

OLD SALES GURU MYTH # 3 - "Focus on closing the sale." Are you "going in for the kill" with your closing sale technique? - If you are, you could end up killing your deal instead. Old sales techniques do nothing more than pressure the client or prospect, and as a result they naturally want to retreat away from that pressure - and that pressure is you. By learning to avoid the "push and pull" dynamic between you and your prospect, you'll be able to move the sales process forward to get the result you want.

It offers you a new way of thinking about selling, from cold calling -- the most dreaded selling experience of all -- to the end of the sales process.

You don't have to abandon the selling skills you already know -- Unlock The Game gives you a new approach and new tools to help you let go of old behaviors that bring you negative results.

It's incredibly effective.

Best of all, it's easy to learn.

"Unlock The Game is a breakthrough that takes the rejection out of cold calling"   "In a new age of frustrating and difficult selling challenges, more specifically the fear of cold calling, and starting new conversations without feeling rejected, Unlock The Game gives us all the answers to a natural way of engaging new prospects over the phone. Keep up the good work Ari!" Brian Tracy is a leading authority on personal and business success. As Chairman and CEO of Brian Tracy International, he is the best-selling author of 17 books and over 300 audio and video learning programs.        Brian Tracy

Want to learn more?
Get FREE Access to The Teleseminar
That Put the Old 'Sales Gurus' 
Back Into Sales Pre-School!
 
  

Learn how to:

	Make less cold calls - and get better results
	Rip up your sales script and easily get your message across
	Change from the "Dreaded Salesperson" to a trusted advisor in a matter of minutes
	Get rid of your "Fear of Phone" once and for all
	Stop chasing prospects and gain the respect you deserve

Take The Free Test Drive:  Enter your First Name, Primary Email, Phone Number and Your Selling Challenge below to get the first of your 10 free Unlock The Game cold calling audio mini-lessons:  

        (Your email address will be 100% protected and will never, ever be shared.)

To your success,

 

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