BASICS OF SALES

Being identified as a high pressure salesperson is detrimental to say the least. Purchasing agents, office managers and customers in general do not take kindly to the perception of pressure by salespeople. To think however, that pressure is not an essential part of selling, is a mistake. It does take a certain amount of pressure to make a person change his mind. It is not pressure that is the problem, it is the perception of pressure that the customer resents. As usual perception is reality. Some people can be pressured like you would not believe, while others take umbrage at the slightest inkling of pressure being applied.

Persistence is a form of selling pressure. Where would the majority of salespeople be without persistence? Any good salesperson has to be persistent and also apply pressure during the sales interview. Pressure must be applied with such a degree of skill so as to make the customer unaware that pressure is being applied. It is called Selling Technique.

Any attempt to close an order that has been skillfully presented has to be perceived as pressure free from the viewpoint of the prospect. If the order has not been earned even the slightest hint of pressure would seem like high pressure to the customer. Once again it is perception and the skill of the salesperson that comes into play when pressure is thought of.

Persistence and pressure are necessary in the sale. If the salesperson handles his technique well then the customer is unaware of that pressure ever being applied.

Some people object to any kind of sales pressure, others do not mind it as much. It is up to the salesperson to practice good selling technique to mask the pressure he applies.

Thank you
Joe D'Ambra
www.basicsofsales.com
Sales blogs offering sales tips.

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