Retailers please wake up and stop using your traditional greetings! When you ask the typical question, “Can I help you?” what answer do you always get in return?

The common response is: “No thank you, I’m just looking!”

If you continue to receive the same answer to your question, it is time to ask better questions. Therefore, step back and try a new approach.

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Traditional selling is all about telling, and sales people spend over 80% of their time talking. If you are telling you are selling and no one likes to be sold. Try doing the opposite of traditional selling and A.S.K. more to sell more!

The opposite of selling is buying. The opposite of telling is asking. The opposite of talking is listening.

Selling is convincing and influencing a prospect into making a decision to purchase. Buying is engaging the prospect to self discover their needs and desires while facilitating the buying process for them.

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Sales trust is something one earns and is certainly required in order to make a sale. Without trust, there is no rapport or connectivity. Sales and sales results are based on trust. Securing trust should be your first objective in the sales process.

How do you secure trust in your sales approach today?

Do you talk about yourself; your products and services; and your company?
Do you look around for something of interest to the prospect, such as a golf trophy on the office shelf? Do you offer a firm handshake?

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Tracking sales behaviors in a tough economy requires more discipline than ever before. Prospects are still out there and sales professionals need to step up, not step down, during these tough times. Tracking behaviors will ultimately keep you focused on the behaviors that acquire the best sales results.

You must step up your disciplines which is the key to sales success during tough economic times. It is essential you do more than what you have done in the past to maintain sales. It is necessary to do more dials, ask more questions, step up the visits, evaluate and qualify more often, write more prescriptions and proposals and the sales list goes on.

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