Magazine Advertising Sales Training: Eliminate Stress in Sales

A sale is stressful when we approach Prospects with the intention of making a sale and the fear of not making a sale. To compound matters, Prospects are afraid we are going to manipulate them. They are afraid we are going to sell them something. . . something that's not in their best interest. Prospects accept appointments reluctantly (which is why we have difficulty getting them on the phone in the first place) and are pre-armed with a litany of excuses (aka objections) to get rid of you.

It is this dichotomy of goals (you want to make a sale and Prospects want to protect themselves) that creates stress. Imagine if you both want to meet. Imagine if neither feels the other is going to try to force anything on him. Imagine you both feel the only acceptable outcome is the satisfaction of your Prospect's goals. Now you have begun the journey to stress-free sales.

Why are you selling what you are selling? If your goal is to make money, your Prospects will smell that and act accordingly.

People do not do business with you to give you money. They do business with you because of what you can do for them. So it is important they understand what you do for them. This is different from the mundane thoughts you have now about what you do.

For example, you could say I am a speaker, consultant, and trainer. And that would be correct. . . to a point. What I really am is a conduit to help people improve their lives and the lives of others. By showing people how to achieve their goals stress-free, I add to the peace and harmony in the world, one Salesperson, one Client at a time. Who would you rather do business with? A speaker/ consultant/trainer or someone who helps you reach your goals stress-free and create harmonious relationships?

Who are you? What is your foundation?

You want Prospects to want to buy before you talk price! The price is always too high when desire is absent. Price is the major point of contention when there is no desire and when no difference is seen between you and your competitor. If this is the case, what else (other than price) would there be to judge you on? Nothing. So your job is to create desire and demonstrate difference.

Ironically, you do this by Discovering what your Prospect's (or Client's) goals and obstacles are and then showing them how you can help them obtain their goals and overcome their obstacles. So next sales call, ask a kazillion questions. Don't talk about yourself until after you have the answers to all the questions you need. Then use your sales skills to initiate a conversation about how you can partner with them so you become an obvious choice.

Welcome to Stress-Free Selling^®,
Jenae

P.S. If I can help you overcome sales challenges and reach your goals, call or email me.
954-290-9896
Jenae@MagazineAdvertisingSales.com

P.P.S. For a list of sales resources, click here.
P.P.P.S. Publishers & Ad Directors, call for a free consultation (954-290-9896).