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18 FEB Vote

Under-skilled sales people are increasingly opting for vote-grabbing tactics in an unproductive attempt to gain sales.  However this is having the opposite effect and will only serve to distance prospects.
Although in the world of politics we often see parties throwing around a whole array of ideas in the hope of grabbing voters' attention, the same strategy cannot be used in the sales arena.
Prospects will quickly lose interest if they are presented with endless facts and figures, when all they are really concerned with is how your product or service can benefit them.
Nevertheless, this practice is not at all uncommon, and between 70 and 85 per cent of sales people who come to Sales Commando for training have previously been using this approach.  So much so that I often use this as an example in sales training workshops to show how not to sell.
The only way to achieve success in sales is to do your research.  There is no shortcut.  It is up to the salesperson to target the prospect's problem and subsequently show them how their product or service will solve it.  It takes time, no question.  But unlike blinding the prospect with a never ending stream of facts and figures, doing your research will pay off.  If you opt for the quick-fix method and fail to do your homework, nine times out of ten this will result in no sale.
Throughout this year we're going to be bombarded with politicians telling us their policies are the right ones for us.  Which is what they should be doing.  We can then choose the right party for us and vote accordingly.  In stark contrast, in the sales environment we cannot give the prospect the chance to buy from the competition.  Proving why the correct training and research are key to sales success.

 
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