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3 Mar 2015

Even My Kids Know These

Note: The next 'Selling the Impossible' is on 12 March 2015 Thursday 2 to 5.30 pm.   Details at here
Yesterday I met a Sales Director from a Fortune 500 company. He commented that many of the so-called sales training in Singapore and Asia are actually motivational and goal setting training disguised as sales training.  They often get people on the high during the course but leave them unsure of what to do after the training.  

Most of the sales training do not have adequate sales strategies and techniques.  They often teach things that even 10-year old kids know: ask questions, overcome objections and close the sale.  

We at www.asiatrainers.com teach people more than that. We often cover situations that people consider impossible - how to Sell the Impossible.  Many people consider the following 10 situations to be selling the impossible:
  1. Prospect has just bought from your closest competitor
  2. Your product pricing is way too high to be considered
  3. Your salespeople has little knowledge to close the sale
  4. Prospect has no money to buy
  5. Prospect has no time to even look at your offer
  6. Prospect has just suffered a financial loss, thus no mood to talk about anything
  7. The Government has just introduced additional taxes to discourage your trade
  8. Other than pricing, your delivery lead time is too long, specifications are too uncompetitive and your credit terms are totally unattractive
  9. The morale of your sales team has just plunged to new lows due to corporate changes
  10. A new very aggressive competitor has just entered your market with a 50% price cut
In our sales and marketing training, we coach people that impossible means 'I'm possible'.  That means we can still change our tack and come in from a new creative angle.  Since the world is impermanent, there is nothing that cannot be changed.  Thus we can turn impossible to possible by the following:
  1. Prospect has just bought from your closest competitor - we rejoice at our customer for making a decision and assure them that we have not forgotten them.  We will continue to update them of our latest offering and see what ways we can help them get the best out of their existing vendor.  Customers will be moved and consider us as friends.  With relationships built, we have just sold them on the world's most important product - trust.
  2. Your product pricing is way too high to be considered - we would sell the value that our product come with.  We let the prospect calculate the savings he can get, which is simply the value he get from us minus the price he pays.  
  3. Your salespeople has little knowledge to close the sale.  We do not close the sale at the first call and follow-up with a series of calls to get closer to the sale.
  4. Prospect has no money to buy - we work out instalment plans or even offer substantially reduced price for scale-down specifications, thus giving them value for money
  5. Prospect has no time to even look at your offer - we visit them and let them try out our product for free. 
  6. Prospect has just suffered a financial loss, thus no mood to talk about anything.  Waiting is the best strategy for we are not manipulative salespeople. 
  7. The Government has just introduced additional taxes to discourage your trade. We will offer to absorb the additional taxes - only for those who can commit now
  8. Other than pricing, your delivery lead time is too long, specifications are too uncompetitive and your credit terms are totally unattractive. In this case we focus on our customer intimacy service and unique experience that they can only get from us and no where else.
  9. The morale of your sales team has just plunged to new lows due to corporate changes. It's time to close more sales now and morale will be automatically boosted once people see the money.
  10. A new very aggressive competitor has just entered your market with a 50% price cut.  We will not join the price war but instead focus on what the new aggressive competitor cannot do - strong local track record and support.
By Andy Ng, whose newest Sales Power course is on 24 June 2015 Wed. 9 am to 5 pm. For those that cannot attend one-day course, come for this abridged version How to Close Every Sale on 13 April 2015 Monday 2 to 5.30 pm.  Related sales articles:
  1. Top 13 High Value Costless Things to Give to Your Prospects
  2. The 21 Ways to Add Value When Your Price is Higher
  3. Change the Way You Sell in 7 Ways
  4. Build Your Brand Up in 5 Ways
  5. Salespeople, not the market, is the problem
  6. What they still don't teach you in sales training
  7. How to Pitch in an unannoying way
  8. There is simply no limit in what you can sell when you do limitless selling
  9. Questions to get people to switch their vendor to you instantly
  10. 5 Most important things to cover in your next sales training