Take a Sales Lesson from a President

No matter what the post office, banks and retail shops may think, today is George Washington's actual birthday. U.S. schoolchildren grow up learning the story of how young George chopped down the cherry tree and couldn't lie about it to his father. The merit of this tale still holds true today, especially for sales professionals.

While most of us would agree that lying to customers and prospective customers is wrong, who hasn't stumbled over the truth when it comes to making promises - promises we're later unable to keep?

Sales coach Keith Rosen asks, "Do you have a hard time telling customers the truth about how long a project may actually take, or cost? Is your schedule frequently overbooked? Have you ever withheld information that you knew your customer wanted or needed to hear because you feared a confrontation, or losing the sale?"

If you answered yes to one or more of these questions, Rosen believes you may be a "yesaholic."

In Top Dog Sales Secrets, Rosen advises, "Being honest about what you know to be true, and sharing this with your customer - even if the customer may not like what you have to say - is the most effective strategy to manage the expectations of your customers and reduce time consuming problems. You will make more money, have happier customers, generate more referrals, and deal with fewer headaches by telling the truth, and learning to occasionally say "no."

So, in honor of our first President, be brave and opt for some truth-telling when necessary today. Your customers will appreciate your candidness and you'll find your relationship will be stronger for it.

Don't React - Respond!

For the past week sales expert Keith Rosen has been discussing the "Top 10 Most Common Mistakes in Selling" on his blog. Number four on the list is about reacting to your clients rather than responding.

This common mistake pops up when your customer says something like "Your price is too high." At this point, "salespeople often switch into a defensive mode, thinking about a past experience with a similar customer, and react accordingly," says Rosen. "Remember that re-action is any action you have taken before. So, if you are continually reacting from the 'same place' you are going to continue to generate the same result."

"'Your price is too high' is not a question you need to defend," explains Rosen. "Instead of answering it, respond with a question such as, 'Before you ask me why my price is high, why do you feel the other price you got is lower?'"

Switch your thinking from a "react" mindset to a "respond" mindset and you'll see the difference in your relationships with your customers, and your sales.

Keith Rosen, The Executive Sales Coach, is one of the foremost authorities on how to assist people achieve positive, measurable change in their attitude and in their behavior. He is a well known and engaging author, speaker, and coach. Learn more by visiting Keith's website at www.profitbuilders.com.