Being Politically Correct When Selling Can Cost You Sales

In our culture it is basically un-American for a prospective customer or client to help a sales representative or service industry professional in the selling process, by answering the probing questions required in an effective consultative selling approach. However, many sales trainers, coaches and managers teach that to be "politically correct," polite or to look professional, you must ask permission if you want to probe for information.

Don't believe it!

DON'T DO IT!

If you believe you must ask permission to ask questions, you dramatically reduce your ability to access the information needed to consistently close your sales, because most prospects have an inborn resistance to helping you make your sale.

The problem with "asking permission" to ask questions, is based in the same psychology that a person has when approached by a clerk in a retail store who asks, "May I help you?" Even if the customer knows what she wants, and could use the assistance, the question, as suggested in another myth, will often trigger the words, "No thanks I'm just looking."

To overcome a prospect's inborn resistance to answering questions that will help you make your sale, use the "provocative question/takeaway transition" method outlined in detail in several of The $elling Edge, Inc. publications. This proven technique is designed to set the stage for asking in-depth, probing questions that will not be resisted and will actually produce the opposite effect in your prospective customer or clients. Check out our manuals at: http://www.TheSellingEdge.com/book1.htm.

VI RDEN THORNTON is the founder and President of The $elling Edge®, Inc. a firm specializing in sales, customer relations, and management training and development. Clients have included Sears Optical, Eastman Kodak, IBM, Deloitte & Touché, Bank One, Jefferson Pilot, and Wal-Mart to name a few. Virden is the author of Prospecting: The Key To Sales Success and the best selling Building & Closing the Sale, Fifty-Minute series books and Close That Sale, a video/audio tape series published by Crisp Publications, Inc. Menlo Park, California. He has also authored a Self-Directed Learning series of sales, coaching & team development, telemarketing, and personal productivity training guides.

Virden assists clients through a unique personal coaching (telephone)program. He has taught at the Center For Professional Development, Texas Tech University, Lubbock, Texas and the School Of Entrepreneurship, Marriott School Of Management, Brigham Young University, Provo, Utah. You can contact Virden at: Virden@TheSellingEdge.com. or learn more about him at: http://www.TheSellingEdge.com

---

10 Power-Packed Ways To Spark Your Sales

1. Spend money on targeted advertising instead of mass media... Read More

The Key to Driving Sales is Understanding What Not How

What does it take to make a sale lately?In Sales,... Read More

Need A Sales Boost ? Try These!

The telephone is still the best and most effective way... Read More

How to Boost Your Sales Letter Conversion Rate

Emotion and reason mix very well together to make excellent... Read More

Why Salespeople Dont Take Risks

Proponents of traditional sales training simply teach the material, sometimes... Read More

Build Rapport by Mirroring

Traditionally, salespeople look for something in the office that begs... Read More

Marketing Vs. Sales

Marketing and sales co-exist and work in tandem beautifully if... Read More

Cross-selling for Increased Sales, Profits, and Customer Satisfaction

Cross-selling - the art of selling for non-salespeopleCross-selling is the... Read More

Better Listening Skills = More Sales

Today's business environment is intrinsically tied together by ongoing information... Read More

Just Ask

For the 'big three' automobile sales consultants, the 'employee discount... Read More

Dont Close Your Eyes Or Let Deaf Ears Fall Upon You

To listen to your customer is important, and to hear... Read More

Like It or Not... You?re in SALES!

Mention the word sales or salesman and two out of... Read More

Start Your Sales Engine!

Does your business run on a sales engine or a... Read More

Unleash Your Inner Sales Superstar & Win More Business Right Now!

It's a rainy afternoon on a typical mid week afternoon... Read More

How To Write Sales Letters That Deliver

Tired of sending out sales letters that generate anemic response?... Read More

Maximize Sales and Minimize Returns with Learning Styles

In the day-to-day operation of an online business we can... Read More

Business Appointment Success or Failure

One of the quickest ways to loose a sale is... Read More

Seven Critical Qualifying Questions

Training your salespeople to not waste time working unqualified accounts,... Read More

Are You Doing What It Takes To Win More Sales

What does it take to be a WINNER during these... Read More

3 Tips to Get Clients Now

"I need more clients!" wails Steve, a 32 year old... Read More

The ?Shocking? Sales Strategy of Saying THANKS!

I would like you to begin thinking of mailboxes in... Read More

Ideal Clients - Who are They and Where Do You Find Them?

Ideal clients are the ones who are perfect for you.... Read More

Sales Marketing: 5 Fantastic Secrets To Attract New Customers Now

If you have problem attracting new customers, the sales marketing... Read More

How to Achieve Sales Goals by Focusing on Activities

When I broke into sales in 1986, I read several... Read More

Got Sales Objections? Wheres Your Value?

A sales manager who reads this newsletter regularly suggested the... Read More

Top 5 Characteristics of Great Salespeople

I am a big believer that great salespeople generally realize... Read More

7 Quick and Easy Ways To Multiply Your Sales

There are always some great, fast and easy ways to... Read More

3 Hot Ways To Crank Up Your Sales

1) QUICK FOLLOW-UPSWhen you make your first sale, follow-up with... Read More

Boost Your Productivity, Networking and Sales: Make an Impression

Through out our career and lives we regularly get an... Read More

Top 5 Low Cost Ways To Get More Sales Leads And Sell More Without Cold Calling

Cold calling may now be outdated. People have become defensive... Read More

Let Your Weaknesses Increase Your Sales

Imagine...you inquire about a product. The salesperson does everything right.... Read More

Leverage Avoidance Values for Irresistible Selling

What are values? Values are filters that everyone uses to... Read More

More Customers! Less Work!

Wouldn't it be nice if there were an inexpensive method... Read More