Why we don’t respond to being sold to
 Leigh Ashton on how to make sales in a natural and enjoyable way

Whether we like to admit it or not, most people love buying! I hear you now thinking ‘Not always, I don’t like to part with my money’, or ‘Only sometimes’, and that’s true. But that’s because at that point you didn’t want to spend your money! Probably because you weren’t in the right place or position to buy. And it’s a salesperson’s job to read that, not manipulate it.

Quit the old school selling methods

There are salespeople and methods out there that will teach you how to convert anyone, even someone not in the position to buy. But that method is old school, outdated, and ethically wrong. Why would you want to pressure someone into a sale that isn’t right for them? The result will be a one-time sale with no long-term relationship, a resentful customer and most likely a bad feeling in the pit of your stomach, unless you’re the Wolf Of Wall Street, and we all know how that story ended!

Keep out of their space

We don’t respond to being ‘sold to’ in the outdated sense of the word, firstly because it’s an intrusion into our space. Our barriers were up but the salesperson just pushed right through them. It’s not nice in the physical sense (think about a tube during rush hour!), and it’s not enjoyable mentally either.

Let them choose

Secondly, we don’t enjoy our choice being taken away from us. The natural instinct of being pushed for a sale is to defend our territory. This leads to a disjointed and unenjoyable sales process, bad feelings between the two parties and even if the sale succeeds, the prospective client can end up feeling taken advantage of. That’s not good for long term business, and long term business is what will keep you going if times ever get rough.

Get the timing right

Lastly, we don’t want to choose before we are ready. Not having the time to digest information and arrive at our own conclusion is uncomfortable. The outcome of a decision made under pressure can be anxiety, a feeling of being ungrounded because you went against your gut reaction and a lack of trust. None of which are feelings we want to exude onto our customers or have them talking to other potential clients about.

Sasudi’s sales training ethos is all about selling in the most natural and enjoyable way. We train you to listen to the customer’sneeds and pick out their key signals for sales, not force it upon them. By learning about these signals and pain points for your customer (that you can then solve), you’ll be making sales in the best way and building trusting relationships that lead to long term sales opportunities.

Much more enjoyable, right?

If you’re interested in finding out how to increase your sales, sign up for Sasudi by visiting www.sasudi.com, like on Facebook and follow on Twitter.

Leigh Ashton is CEO and co-founder of Sasudi, the world’s first online subscription service that helps SMEs sell their products and services. She is also an author. With the vision to make sales easy for small businesses by changing the way they think, Leigh has spent over 30 years helping people improve their sales skills.

For media enquiries, please contact Emma De Maio, redheadPR, 07921 160 134, emma@redheadpr.co.uk.