Sales Skills and Transparency?

CAN SALES SKILLS AND TRANSPARENCY WORK TOGETHER? – – –

Sales Skills Just Go SellSales skills are sometimes considered as underhanded or somewhat shifty.  I’ve actually heard them referred to as some kind of “Hoodwinking” technique that blinds the prospect from the truth to force the sale.

There are sales trainers that promote honesty and transparency over sales skills. They insist that all you need to do is present the facts and let the prospects make their own mind up at some point in the future. They continue to say that the sales skills of yesterday have no place in today’s sales environment.

Honesty and transparency are vital, I agree; as too are sales skills.

Let’s take a closer look at sales skills. They are used for four main reasons:

  • For clarification of the prospects thoughts as to where they’re “At” during the sales process.

  • To discover prospects objections and clarify they have been answered successfully.

  • To ensure the prospects fully understand the features and benefits (both good and bad) of their product or service.

  • To make relevant recommendations based on the gathering of information from the prospect.

Done correctly sales skills are transparent, non-threatening and of huge benefit to both the prospect and the sales professional.Sales Skills Just Go Sell

A sale should consist of two wins:

  • The first for the prospect; they should walk away with the correct product at the right price.

  • The second for the sales professional; their career demands they make the sale and provide themselves an income.

Let’s take a look at two examples.

Example A: a sales person that uses honesty and transparency without sales skills. Then, example B: one that includes sales skills

Example A

Sales Person: “Would you like to buy this light bulb? It’s 60 Watts, with a pearl interior and will last for about 3 years. It’s environmentally friendly as it only uses 30% of the electricity of a regular bulb. It costs 10 Dollars.”

Customer: “No thanks.” (customer walks out)

Result : No sale.

Example B (With Sales Skills)

Sales Person: “Would you like to buy this light bulb? It’s 60 Watts, with a pearl interior and will last for about 3 years. It’s environmentally friendly as it only uses 30% of the electricity of a regular bulb. It costs 10 Dollars.”

Customer: “No Thanks”

Sales Person: “Ok, may I ask why not?” (Sales skill)

Customer: “It’s not powerful enough; I’d need a 100 Watt bulb.”

Sales Person: “So what you’re saying is that if I could provide you with a 100 Watt bulb at the same price you’d take it right?” (Sales skill)

Customer: “Yes.”

Result: Win, Win.Sales Skills

Sales skills, honesty and transparency must all be used, all of the time, together!

 

Happy Selling!

Col 🙂

Permanent link to this article: http://justgosell.com/salesskills/

1 comment

    • Peggy on August 22, 2013 at 10:40
    • Reply

    I like this!! Why, What, How….. 🙂

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