Feeling comfortable with selling

The odds are around 20:1 that your staff members have a real degree of discomfort at the idea of asking someone to buy something from them. That'll kill your sales.

With a population of 21 million and 1.2 million employing businesses, the chance of employees coming from a family of wage earners is about 20:1. Their discomfort in selling situations is probably rooted in attitudes about taking money from other people. For some of your team, it can have a slightly dishonest feeling about it; for others it's just general discomfort. Whatever the attitude or perception, it sure kills sales!

In the worst scenarios your sales people's discomfort can be misinterpreted as shiftiness by your Customers, so they shy away from buying because they feel uneasy about the situation. The fact that the unease is emanating from your staff member and is based solely on embarrassment does not stop your customer from wondering - or suspecting - that there is something wrong with the offer, the product, the deal, and responding with the usual, "I'll think about it" before they toddle off to buy it elsewhere.

So, what's the problem - and what's the cure? Read more here...