Negative Selling has been a key tactic in REMAINS Strategy of Project FEAR during the EU Referendum campaign this year. Look where it has got them – nowhere! Fear is a very powerful emotion and can can be used as a powerful tactical tool in your sales arsenal however, it should only be used, if at all, to put emphasis on a point when closing your sale. Constant fear soon loses its power as it starts to become the norm. If you like eat spicy food on a regular basis you find that you need more & more of the spices as your palate becomes used to them. The majority of people are not stimulated by, and neither do they enjoy constant fear.
Positive selling is about making your customers feel good by matching and emphasising the benefits of your offering to their needs, as we all know that customers will buy from the people & brands that they trust and value. It is about building strong relationships.
So don’t knock the competition; be knowledgeable, confident, enthusiastic and believe in the strengths of your company and the products and services that you sell and you will get more sales.
Contact me for more information on positive selling
About Paul Clayton FInstSMM
I am a successful Business Consultant & Trainer for Manufacturing, Engineering & B2B Services companies and specialise in Sales, Business Development & Customer Experience. I believe that to consistently develop and grow a business, customers must be the focus of everything it does, with planned, positive action taken to continuously improve its People, Processes & Profits.
I offer a complimentary, no obligation one-hour review of your business to understand your objectives and aspirations and identify the areas of your business that are either restricting or enhancing the achievement of your objectives. The review will then be discussed with you with a recommended action plan detailing how we may work together to move your business to the next level.
Take up this offer by calling mel on 01529 413476 or email me at firstname.lastname@example.org for a preliminary discussion and to arrange the review.