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.

A Sales Lesson From Miss Teen USA

One of the most popular videos on the web right now is from this week's Miss Teen USA pageant. In the final round of competition, Miss South Carolina, Caitlin Upton was asked her final question - to which she responded with a long, babbling, wandering discussion that had nothing to do with the question asked.

It's painful to watch (just watch the video below), but doing the same thing in a sales presentation is just as painful - for the client.

"Information is like food: some is good, but too much is not necessarily better," explains Michelle Nichols, founder of Savvy Selling International and contributor to Top Dog Sales Secrets. "When they ask you a question, respond with an overview, then ask what they'd like to know more about. For example, if you provide copying services and receive an inquiry, you could explain that you offer a wide variety of solutions, including A, B, and C. Then you might ask what copying services the prospect uses right now, and outline how your offerings are similar or different. Later, you might ask if he has ever considered using some of the services you offer that he didn't mention. Pace yourself."

So, next time you're tempted to recite your entire list of products, or list features until you're blue in the face, remember Michelle's advice or you too could end up on YouTube.