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Six Things to Say and Do if You Don’t Want to Actually Make Sales

Six Things to Say and Do if You Don’t Want to Actually Make Sales

*Warning: I ate some snark on my flight home today. Then, this happened.

1. Lead with, “What brought you out today? 

Any sales person who begins with this question pretty much deserves the lukewarm, vague or sarcastic response it begs for. Say you sell cars and you lead with this phrase. I’d just love for a potential buyer to respond with “Oh, well I wanted to go for a run…that’s why I am here in your dealership.”

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2.  In your well-meaning desire to get to know your customers quickly, start by peppering them with rapid-fire questions, interrogation-style.

And of course, don’t allow yourself a “tell me more about that” moment. Instead, like an auctioneer on a timeframe, get through those Who, What, Why and When questions like a boss! People aren’t complex and neither are their problems. All you need is a pre-formulated list of questions answered in record time and BOOM‒you’ll be hitting the top of the sales record chart in your office.

3.  Make sure the first thing you always say is, “May I Help You?”

This is, at best, an unspoken agreement between customer and salesperson to ignore each other. At worst, it is a type of passive-aggressive behavior: it puts your workload immediately onto your customer as it requires them to not only respond, but also to explain why they are there and what they specifically need. C’mon people, you don’t sell anything, you sell something! People are not in a shoe store because they need a new car. Do your customers a solid and cut to the chase a little by losing the archaic “May I help you?” line. Of course you may help them, by virtue of the fact that they are there!

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4.  Lead with, “So, did you hear the news about our sale/price reduction?”

Nothing says “I believe in my product, as should you,” like introducing yourself with a 30% off fact. First of all, that’s not an incentive; it’s a price apology. More importantly, this method offers a dual dehumanizing feature: it reduces you, as a salesperson, to numbers and it also subtly conveys to customers that you may not see them as real, live people as much as walking, talking wallets. Win-win!

5.  Try to instill panic into your customers as soon as possible.

The best way to do this is to combine fear with cost in a handy two-for-one combo. Something like: “This sale isn’t going to last so if you don’t want to be stuck paying a lot more, you’d better buy today. Nobody else is going to give you a deal like this.” For extra fun, you can tack on a critical and stress-inducing P.S. about the crummy customer service your competitors give. A little under-the-breath comment along the lines of “Good luck finding anyone who knows what they’re doing over at _______” is the perfect cherry on the cost-n-fear sunday you’ve served up for your now totally stressed out customers. And, as we all know, stress always leads to sales.

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6. At the end of your sales presentation, let the customer know that you will “wait to hear from them.”

People in need, who have just listened to what you have to offer, should of course be put in the position to then sell themselves on an actual purchase. That makes sense, right? Right?! That is in fact what “waiting to hear from you” conveys to your customer, whether that is your intention or not.

Snarkiness aside, all of these tried and not true methods need to go away forever. Deep six these six and you’ll be that much closer to changing someone’s world.

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Last Updated on July 13, 2020

How Not to Feel Overwhelmed at Work & Take Control of Your Day

How Not to Feel Overwhelmed at Work & Take Control of Your Day

Overwhelm is a pernicious state largely caused by the ever-increasing demands on our time and the distractions that exist all around us. It creeps up on us and can, in its extreme form, leave us feeling anxious, stressed and exhausted.

If you’re feeling overwhelmed at work, here are 6 strategies you can follow that will reduce the feeling of overwhelm; leaving you calmer, in control and a lot less stressed.

1. Write Everything down to Offload Your Mind

The first thing you can do when you begin to feel overwhelmed is to write everything down that is on your mind.

Often people just write down all the things they think they have to do. This does help, but a more effective way to reduce overwhelm is to also write down everything that’s on your mind.

For example, you may have had an argument with your colleague or a loved one. If it’s on your mind write it down. A good way to do this is to draw a line down the middle of the page and title one section “things to do” and the other “what’s on my mind”.

The act of writing all this down and getting it out of your head will begin the process of removing your feeling of overwhelm. Writing things down can really change your life.

2. Decide How Long It Will Take to Complete Your To-Dos

Once you have ‘emptied your head,’ go through your list and estimate how long it will take to complete each to-do.

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As you go through your list, you will find quite a few to-dos will only take you five or ten minutes. Others will take longer, often up to several hours.

Do not worry about that at this stage. Just focus on estimating how long you will need to complete each task to the best of your ability. Here’s How to Cultivate a More Meaningful To Do List.

3. Take Advantage of Parkinson’s Law

Now here’s a little trick I learned a long time ago. Parkinson’s Law states that work will fill the time you have available to complete it, and us humans are terrible at estimating how long something will take:((Odhable: Genesis of Parkinson’s Law))

    This is why many people are always late. They think it will only take them thirty minutes to drive across town when previous experience has taught them it usually takes forty-five minutes to do so because traffic is often bad but they stick to the belief it will only take thirty minutes. It’s more wishful thinking than good judgment.

    We can use Parkinson’s Law to our advantage. If you have estimated that to write five emails that desperately need a reply to be ninety minutes, then reduce it down to one hour. Likewise, if you have estimated it will take you three hours to prepare your upcoming presentation, reduce it down to two hours.

    Reducing the time you estimate something will take gives you two advantages. The first is you get your work done quicker, obviously. The second is you put yourself under a little time pressure and in doing so you reduce the likelihood you will be distracted or allow yourself to procrastinate.

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    When we overestimate how long something will take, subconsciously our brains know we have plenty of time and so it plays tricks on us and we end up checking reviews of the Apple Watch 4 or allow our colleagues to interrupt us with the latest office gossip.

    Applying a little time pressure prevents this from happening and we get more focused and more work done.

    4. Use the Power of Your Calendar

    Once you have your time estimates done, open up your calendar and schedule your to-dos. Go through your to-dos and schedule time on your calendar for doing those tasks. Group tasks up into similar tasks.

    For emails that need attention on your to-do list, schedule time on your calendar to deal with all your emails at once. Likewise, if you have a report to write or a presentation to prepare, add these to your calendar using your estimated time as a guide for how long each will take.

    Seeing these items on your calendar eases your mind because you know you have allocated time to get them done and you no longer feel you have no time. Grouping similar tasks together keeps you in a focused state longer and it’s amazing how much work you get done when you do this.

    5. Make Decisions

    For those things you wrote down that are on your mind but are not tasks, make a decision about what you will do with each one. These things are on your mind because you have not made a decision about them.

    If you have an issue with a colleague, a friend or a loved one, take a little time to think about what would be the best way to resolve the problem. More often than not just talking with the person involved will clear the air and resolve the problem.

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    If it is a more serious issue, then decide how best to deal with it. Talk to your boss, a colleague and get advice.

    Whatever you do, do not allow it to fester. Ignoring the problem will not make it go away. You need to make a decision to deal with it and the sooner you do so the sooner the problem will be resolved. (You can take a look at this guide on How To Make Good Decisions All The Time.)

    I remember long ago, when I was in my early twenties and had gone mad with my newly acquired credit cards. I discovered I didn’t have the money to pay my monthly bills. I worried about it for days, got stressed and really didn’t know what to do. Eventually, I told a good friend of mine of the problem. He suggested I called the credit card company to explain my problem. The next day, I plucked up the courage to call the company, explained my problem and the wonderful person the other end listened and then suggested I paid a smaller amount for a couple of months.

    This one phone call took no more than ten minutes to make, yet it solved my problem and took away a lot of the stress I was feeling at the time. I learned two very valuable lessons from that experience:

    The first, don’t go mad with newly acquired credit cards! And the second, there’s always a solution to every problem if you just talk to the right person.

    6. Take Some Form of Action

    Because overwhelm is something that creeps up on us, once we feel overwhelmed (and stressed as the two often go together), the key is to take some form of action.

    The act of writing everything down that is bothering you and causing you to feel overwhelmed is a great place to start. Being able to see what it is that is bothering you in a list form, no matter how long that list is, eases the mind. You have externalized it.

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    It also means rather than these worries floating around in a jumbled mess inside your head, they are now visible and you can make decisions easier about what to do about them. Often it could be asking a colleague for a little help, or it could be you see you need to allocate some focused time to get the work done. The important thing is you make a decision on what to do next.

    Overwhelm is not always caused by a feeling of having a lack of time or too much work, it can also be caused by avoiding a decision about what to do next.

    The Bottom Line

    Make a decision, even if it is to just talk to someone about what to do next. Making a decision about how you will resolve something on its own will reduce your feelings of overwhelm and start you down the path to a resolution one way or another.

    When you follow these strategies to can say goodbye to your overwhelm and gain much more control over your day.

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    Featured photo credit: Andrei Lazarev via unsplash.com

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