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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 16, 2019

6 Effective Ways to Enhance Your Problem Solving Skills

6 Effective Ways to Enhance Your Problem Solving Skills

Have you ever thought of yourself as a problem solver? I’m guessing not. But in reality, we are constantly solving problems. And the better our problem solving skills are, the easier our lives are.

Problems arise in many shapes and forms. They can be mundane, everyday problems, or larger more complex problems:

What to have for dinner tonight?

Which route to take to work?

How to fix a project that’s running behind schedule?

How to change from an uninspiring job to a career you’re really passionate about?

Every day, you’ll be faced with at least one problem to solve. But it gets easier when you realize that problems are simply choices. There’s nothing ‘scary’ about them other than having to make a decision.

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No matter what job you’re in, where you live, who your partner is, how many friends you have, you will be judged on your ability to solve problems. Because problems equal hassles for everyone concerned. And people don’t like hassle. So the more problems you can solve, the less hassle all-round, the happier people are with you. Everyone wins.

Why Are Problem Solving Skills Important?

Problem is something hard to understand or accomplish or deal with. It can be a task, a situation, or even a person. Problem solving involves methods and skills to find the best solutions to problems.

Problem solving is important because we all have decisions to make, and questions to answer in our lives. Amazing people like Eleanor Roosevelt, Steve Jobs, Mahatma Gandhi and Martin Luther King Jr., are all great problems solvers. Good parents, teachers, doctors and waiters all have to be good at solving different sort of problems as well.

Problem solving skills are for our everyday lives.

How to Enhance Problem Solving Skills

Most people believe that you have to be very intelligent in order to be a good problem solver, but that’s not true.

You don’t have to be super smart to be a problem solver, you just need practice.

When you understand the different steps to solve a problem, you’ll be able to come up with great solutions.

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1. Focus on the Solution, Not the Problem

Neuroscientists have proven that your brain cannot find solutions if you focus on the problem.[1] This is because when you focus on the problem, you’re effectively feeding ‘negativity,’ which in turn activates negative emotions in the brain. These emotions block potential solutions.

I’m not saying you should ‘ignore the problem,’ instead, try to remain calm. It helps to first, acknowledge the problem; and then, move your focus to a solution-oriented mindset where you keep fixed on what the ‘answer’ could be, rather than lingering on ‘what went wrong’ and ‘who’s fault it is’.

2. Adapt 5 Whys to Clearly Define the Problem

5 Whys is a problem solving framework to help you get to the root of a problem.

By repeatedly asking the question “why” on a problem, you can dig into the root cause of a problem, and that’s how you can find the best solution to tackle the root problem once and for all. And it can go deeper than just asking why for five times.

For example:

If the problem is “always late to work”…

  • Why am I late to work?
    I always click the snooze button and just want to go on sleeping.
  • Why do I want to go on sleeping?
    I feel so tired in the morning.
  • Why do I feel tired in the morning?
    I slept late the night before, that’s why.
  • Why did I sleep late?
    I wasn’t sleepy after drinking coffee, and I just kept scrolling my Facebook feed and somehow I couldn’t stop.
  • Why did I drink coffee?
    Because I was too sleepy at work in the afternoon, not having enough sleep the night before.

So there you see, if you didn’t try to dig out the root of the problem, you may just set a few more alarms and have it beep every five minutes in the morning. But in fact, the problem you need to solve is to quit Facebook surfing endlessly at night so you’ll feel more energetic in the day time, and you won’t even need coffee.

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3. Simplify Things

As human beings, we have a tendency to make things more complicated than they need to be! Try simplifying your problem by generalizing it.

Remove all the details and go back to the basics. Try looking for a really easy, obvious solution – you might be surprised at the results! And we all know that it’s often the simple things that are the most productive.

4. List out as Many Solutions as Possible

Try to come up with ‘ALL POSSIBLE SOLUTIONS’ – even if they seem ridiculous at first. It’s important you keep an open mind to boost creative thinking, which can trigger potential solutions.

Coming from 10 years in the corporate advertising industry, it is drummed into you that ‘No idea is a bad idea’ and this aids creative thinking in brainstorms and other problem-solving techniques.

Whatever you do, do not ridicule yourself for coming up with ‘stupid solutions’ as it’s often the crazy ideas that trigger other more viable solutions.

5. Think Laterally

Change the ‘direction’ of your thoughts by thinking laterally. Pay attention to the saying,

‘You cannot dig a hole in a different place by digging it deeper.”

Try to change your approach and look at things in a new way. You can try flipping your objective around and looking for a solution that is the polar opposite!

Even if it feels silly, a fresh and unique approach usually stimulates a fresh solution.

6. Use Language That Creates Possibility

Lead your thinking with phrases like ‘what if…’ and ‘imagine if…’ These terms open up our brains to think creatively and encourage solutions.

Avoid closed, negative language such as ‘I don’t think…’ or ‘But this is not right…’.

The Bottom Line

There’s nothing scary about a problem when you start to adapt my advice.

Try not to view problems as ‘scary’ things! If you think about what a problem really is, it’s really just feedback on your current situation.

Every problem is telling you that something is not currently working and that you need to find a new way around it.

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So try to approach problems neutrally – without any judgment. Practice focusing on defining a problem, keep calm and not to make things too complicated.

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Featured photo credit: Unsplash via unsplash.com

Reference

[1] Planet of Success: Problem vs Solution Focused Thinking

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