Effortless Sales using WIN Way

Note: The next Successful Selling Strategies is on 4 July 2014 Friday 9 am to 12.30 pm. Details of course is at here

The opposite of Effortless Sales is Stressful Sales.  Author of 'The Power of Now' Eckart Tolle says, "Stress is caused by being 'here' but wanting to be 'there', or being in the present but wanting to be in the future.  It is a split that tears you apart inside. 

Indeed many salespeople are doing stressful sales, for when they are in front of a prospect, their mind is never with the prospect.  Instead their minds are thinking about how to close the prospect, how to make him say yes quickly, how to not mention any weakness the product has, and how to make time for the next appointment.  Stressful Salespeople often end up not achieving any sales at all, but they are very busy making proposals.  We called such salespeople Quotespeople. 

There are 5 ways you can use WIN - What's Important Now - in your sales:

1. Always listen to what the prospect has to say, never interrupt.  Do active listening, not evaluative listening, where you listen to respond
2. Listen beyond the content of what is spoken, Listen to the Context of what is uttered.  Like listen between the lines, watch out for the change in tonality, pace, pitch, volume and quality of speech.  For example, a slowdown in speech indicates thinking, while a higher pitch signifies anxiety
3. Ask Questions that Probe into the Prospect's situation.  Do not take anything for granted. 
4. Assume Nothing. If you want to have some assumptions so that you don't start from scratch, verify your assumption
5. Being Aware and Remember that Awareness.  It is a way to control our wandering mind.  Being aware is beyond noting and knowing. Awareness is about being conscious, having knowledge of something, being vigilant, bearing in mind, being alert and ultimately being present. 

In short, the WIN Way is simply to BE HERE and NOW.  That's the way to win more sales effortlessly.  Try this!

By Andy Ng, Sales Coach of Asia Trainers, details of sales courses including Limitless Selling, Selling Ice to the Eskimos, Winning Sales Process and Winning Sales Strategies, are at here.  Related sales articles:

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2. Step by step guide to selling the invisible
3. 71 Ways to Increase Sales Costlessly
4. Use your Eyes to get people to Agree with You Instantly
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6. Salespeople, not the Market, is the Problem
7. 18 Ways to Increase your Customer's Average Spending
8. Outsell your Competition with 7 Successful Selling Strategies
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