| Is the YES word ingrained within your selling skills? | | | | word to describe the essence of the buying selling |
| Did you know that Yes has far more emotional | | | | process. |
| value to you than your prospect? Why not | | | | Then the question is how do you get to that role |
| consider a new word that far better emotionalizes | | | | of being the trusted adviser where the |
| the sales process and work with you to improve | | | | relationship actually handles the buying/selling |
| sales? | | | | process? The simple answer is through |
| Are you possibly thinking that this lady has lost | | | | agreement. Both parties have agreement as they |
| her crackers, is she off her rocker? | | | | work through the sales process. |
| Everyone in sales knows that the word YES is | | | | Agreement is a powerful word. Not only does it |
| what you as the professional sales person is after. | | | | mean yes, it implies a contractual bond between |
| Get more "YESSES" sales gurus shout from | | | | the prospect and the sales person. And what |
| mountain top to mountain top. Attend any sales | | | | better way to become a trusted adviser is |
| training workshop or seminar and your eardrums | | | | through a relationship where a bond has already |
| will be pummeled with that all desirable word YES | | | | been established? |
| and how you must use it as part of your sales | | | | So what does this sound like when you are |
| skills. | | | | speaking with that prospect who is sharing with |
| However, if YES is such a great meaning | | | | you some of the pain a.k.a. has needs or |
| effective word and people have been advocating | | | | challenges that she or he is facing? You succinctly |
| its use for decades, then why is there not more | | | | restate what you heard to make sure that you |
| sales success? Maybe the answer is hidden within | | | | understand the issues. The prospects |
| the word desire. | | | | acknowledges your correct summation. |
| For who is really desirous of the word Yes? You | | | | Next you say something such as "Can we have |
| or Your Prospect? Let's be honest, it is you who | | | | agreement that these issues are costing your |
| wants to hear the word Yes. Your prospect is | | | | bottom line and impeding your cash flow?" Your |
| truly not emotionalized by this word and if fact it | | | | prospect will be nodding his or her head and telling |
| may even turn him or her off. | | | | you "That is exactly the problem." What you |
| "Ok," you are thinking with just a little of doubt | | | | have done is not only secured agreement, but |
| entering that well trained sales mind. "I'll bite. What | | | | dug deeper into the real problem. |
| word should I use?" | | | | You have begun to demonstrate your value as a |
| First, let me ask you a question? What is the end | | | | trusted adviser who truly cares about your |
| result of the sales process? A sale or commission | | | | prospect's issues before your own sales goals. As |
| from the sale is the response for some. | | | | the relationship develops, the benefit is that the |
| The seasoned and successful sales professional | | | | relationship sells your products or services |
| will be thinking the end result is a well established | | | | provided that they do solve the prospect's |
| relationship where the sales person has become | | | | dilemma. |
| the trusted adviser and not just another sales | | | | Remove the YES word as much as possible from |
| person looking to make a quick buck. In today's | | | | your sales vocabulary. Replace it with the simple, |
| sales training vocabulary, this is called relationship | | | | but far more powerful word - AGREEMENT. |
| selling. | | | | Watch your sales increase as your build truly |
| Relationship selling is not new. This type of selling | | | | authentic relationships where you are paid for |
| has been around for thousands of years. It is just | | | | your role as trusted adviser not only with more |
| some well known motivational sales trainer put a | | | | sales, but a whole heck of a lot more referrals. |