RADIOLOGY TECH JOB OPENINGS

5) Never chase a potential client--you'll only trigger more sales pressure.

"Chasing" potential clients has always been considered normal and necessary, but it's rooted in the macho selling image that, "If you don't keep chasing, it means you're giving up -- and that means you're a failure." This is dead wrong! Instead of chasing potential clients, tell them that you would like to avoid anything that resembles the old cat-and-mouse chasing game by scheduling a time for your next chat.

6) When a potential client offers objections, uncover the truth behind them.

1. Most traditional sales programs spend a lot of time focusing on "overcoming objections." These tactics only put more sales pressure on potential clients and also fail to explore or understand the truth behind what the potential client is saying. When you hear, "We don't have the budget," "Send me information," or "Call me in a few months," do you think you're hearing the truth, or do you suspect that these are polite evasions designed to end the conversation?

2. Rather than trying to counter objections, you can uncover the truth by replying, "That's not a problem" -- no matter what clients are "objecting" to -- and then using gentle, dignified language that invites them to reveal the truth about their situation.

3. 7) Never defend yourself or what you have to offer -- it only creates more sales pressure.

When a potential client says, "Why should I choose you over your competition?," your first, instinctive reaction is probably to start defending your product or service because you want to convince them to buy. But what do you think goes through your potential client's mind at that point?

Something like, "This 'salesperson' is trying to sell me on why what they have to offer is better, but I hate feeling as if I'm being sold." Rather than defending yourself, try suggesting that you aren't going to try to convince them of anything because that would only create sales pressure. Instead, ask them about the key problems that they are trying to solve, and then explore how your product or service might solve those problems --without ever trying to persuade.. Let potential clients feel that they can choose you without feeling "sold."

You too can improve your sales effectiveness if you are open minded and willing to try a new and more natural selling approach.

Sometimes we can all use a friendly reminder to keep us from backsliding into old ways of thinking about selling that lead us down the wrong path with potential clients.