Is Your Sales Approach Destroying Your Hopes for Repeat Sales?

Have you noticed that your percentage of repeat customer purchases is lower than you want? Maybe your sales approach is is destroying your hopes for repeat sales. Are you teaching your sales team to use control, manipulate or pressure? Stop!

Ask yourself, “How do I feel when some salesperson tries to control, manipulate or pressure me into signing the contract?”  If you don’t like it, why do you want your salespeople to use those very techniques? Would you like a better way, one that keeps integrity with your care and concern about your customers? Not only is it possible to do sales and marketing that respects your prospects and customers, but by using the heart centered, soft sell sales and marketing attitude, you and your sales team will find selling fun, fulfilling and mutually rewarding.

On anything but the most basic sale, like groceries or household cleaning supplies, prospects want to know, like and trust you. Even in these cases, they need to trust. However, the trust now goes to the product rather than the salesperson. The higher the price, the more important the relationship is. The strongest approach I can think of to build the necessary trust is to show that you sincerely care by asking probing questions to understand their concerns, interests, wants and desires.

By the way, asking questions isn’t a magic wand, though I’ve attended a sales training class years ago in which the trainer actual taught us that if you get enough yeses then the customer reaches a point where they can’t say no. Obviously his sales style was hard sell. Ask instead to understand and to connect.

In heart centered, soft sell sales and marketing, you use questions to identify and understand how you can serve your prospects and customers best. Your products and services are there to provide solutions. Your goal is to make connections that enable you to become partners with your prospects and customers.

If your sales approach is destroying your hopes for repeat sales, I can help. When you are ready for someone to teach your sales team how to connect better with your prospects, please email or call me at 626-393-9741 (Southern California) to discuss what you want to accomplish. Remember, it really is possible to find selling for fun, fulfilling, and mutually rewarding.

Please check out my Help Customers Buy blog posts, such as “How to Avoid Looking Stupid When Asking Questions,”  and my Aberle Enterprises article, “Hate Selling? Let’s Make Selling Fun” .

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About the author

John Aberle

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