Time to Change Your Sales Process.

1. Stop the sales pitch. Start a conversation.When you call someone, never start out with a mini-presentation about yourself, your company, and what you have to offer. Instead, start with a conversational phrase that focuses on a sales pitch.

For example, you might say, "I'm just calling to see if you are open to some different ideas from the ordinary vacation?" Notice that you are not pitching your company or anything you have to sell with this opening phrase. Instead, you're addressing an alternative, based on your experience in your field.

2. Your goal is always to discover whether you and your prospect are a good fit.If you let go of trying to close the sale or get the appointment, you'll discover that you don't have to take responsibility for moving the sales process forward.

By simply focusing your conversation on building rapport and by not jumping the gun by trying to move the sales process forward, you'll discover that prospects will give you the direction you need.

3. When you lose a sale, it's usually at the beginning of the sales process.If you think you're losing sales due to mistakes you make at the end of the process, review how you began the relationship. Did you start with a pitch?

Did you use traditional sales language ("We have the best service and best this or that." remember "Others in your industry have said the same things before.")?

Traditional sales language leads prospects to label you with the negative stereotype of "salesperson." This makes it almost impossible for them to relate to you with trust or to have an honest, open conversation about their needs and how you might be able to help them.

4. Hidden sales pressure causes rejection. Eliminate sales pressure, and you'll never experience rejection.Prospects don't trigger rejection. You do when something you say, and it could be very subtle, triggers a defensive reaction from your prospect.

You can eliminate rejection forever simply by giving up the hidden agenda of hoping to make a sale. Instead, be sure that everything you say and do stems from the basic mindset that you're there to help them.