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4. SUPPLY ENERGY
low standards for yourself and others, you will only make it so far — and the place you end up may be nowhere near where you initially aimed for. Ultimately, it is your choice whether or not you want to pursue a higher standard of excellence. Doing so can motivate and enable those around you to believe and push harder. It can also lead others to resent you for executing your plans and taking action. You’ll have to decide for yourself: Do you want to set a course for a better present and future? Or are you content with living another day surrounded by substandard results? If you need help or want support, reach out to Sandler Training. –Jim Stephens
You choose whether or not the workload weighs you and your team down. You also choose whether or not you and your team learn to enjoy and thrive in your work environment. If you are leading a group, continuously supply energy and enthusiasm for every task to keep up morale.
5. MAKE THE TROOPS PROUD
You determine the level of commitment your constituents bring to the table by modeling it for them first. Make your troops proud that you are their leader and captain. Operating principles like these determine how you will behave, so you should create and know what your own operating principles look like. The standards to which you hold yourself can be forgotten if they are not grounded. By implementing a set of realistic standards into your commitments and interactions, you can improve and grow with determination and intention. Our actions, our behaviors, and ultimately, our standards have a direct relationship with our self-esteem. If you’re constantly experiencing a drop in self-worth and personal value, then it is time to examine the standards that drive you. If you have
ARE YOU LETTING BUYERS TAKE CONTROL OF YOUR SALE? 7 STRATEGIES BUYERS USE TO MANIPULATE SALESPEOPLE
4. MAKE YOU PROVE YOURSELF This strategy is usually the most combative and quickly puts salespeople on the defensive. For example, the buyer might claim that they are dissatisfied with your product and demand better service. 5. THE TEASE Customers using this manipulation tactic will tell you that they are “thinking it over.” They might even buy from you every once in a while to keep you hopeful. 6. GET FREE STUFF Buyers will constantly ask for free and branded goodies to show your commitment to their brand. They’ll also ask loads of questions and request more information in order to gain free training.
Any successful salesperson knows that landing a big sale with an impassive customer typically involves using various strategies. No single tactic will work on every buyer, so you have to tailor your approach based on the person in front of you. Nowadays, though, selling is getting even more difficult; buyers are training themselves to manipulate salespeople in order to get the product they want at the price they desire. Here are seven strategies a buyer might use to take control of a sale. 1. LIE OR DODGE THE ISSUE If they are using this strategy, you might hear responses like “Someone else is in charge of these kinds of decisions,” or “We are in an annual contract we can’t get out of; come back later.”
7. KILLER SOUND BITES A buyer might make exclamations like “You’re kidding, right?” or “That much?”
2. CHISEL DOWN A PRICE With this strategy, you might hear “I can get a huge discount from (another company/person).”
If these strategies sound familiar, then you likely have experience dealing with buyers who try to take control of the sale. If you let yourself fall into any of these buyer strategies, you are letting the buyer dictate how your sale goes. If a buyer tries any of these manipulation tactics on you, rather than accepting the traditional role of defense, challenge the buyer to clarify and defend their position.
3. ASK FOR UNPAID CONSULTING If the buyer is using this tactic, they might ask you a lot of questions or request additional information. They might also ask you to send details in an email so they can compare them with other salespeople’s offers.
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