Learn what being a member does for you
The Seller Styles
See a summary of all our programs and certifications
Certified Professional Sales Person(CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader(CPSL®)
Grow your impact as a certified sales leader
Certified Master Sales Professional (CMSP®)
Join the elite group of sales professionals and leaders
Advanced Sales Influence (ASI)
Take your influence and leadership to the next level.
Sales Success Principles
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Join our ongoing dynamic virtual coaching community
Explore job postings from some of the best companies in the country looking for sales professionals
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
Write For Us
Share your sales expertise and insights with our community
About Our CEO
Standards of Conduct
Common Questions and Answers
Sales Success? Their Chunk Size Does Matter!: Have you ever been at a meeting when someone is talking about his or her vision for the organisation and somebody interrupts to announce that there are no loo rolls in the gents? Have you ever been bored at a presentation — when all you wanted was an over view and instead you got War and Peace?
Some people only want a brief outline of the situation. Others want to know all the details and more! That’s why some people emerge from meetings and presentations complaining they haven’t been told enough, whilst others, at the same meeting might argue they are weighed down with too much minutia. Some people like an over view, others seek detail.
How has this cost you in the past?
You will more than likely have been demonstrating your unconscious personal preference, whatever the needs of those you are communicating with. So if you’re an over view person, you’re likely be reluctant to go into detail, thus leaving those small chunkers frustrated that they haven’t anything like the information they need. On the other hand, if you’re a detail person, some of your presentations and communication might well have your audience bored to bits if they only ever wanted an over view.
To attain the very best connection it’s essential you get to know the chunk size of anyone you’re communicating with — customers, prospects, colleagues, suppliers. People have different needs as far as the level of detail they thrive on is concerned. If you get it right, sales success will follow. Get it wrong and, quite simply you could be losing sales.
Which is best?
There is no best — but there is certainly a best for the situation and your key to increasing sales is knowing when to ‘chunk up’ or ‘chunk down’. This means leaving your own personal preferences aside. Go into the ‘map’ of the person you’re communicating with and go with their flow. Your flexibility is your key to better rapport, better connections and better conversion rates.
Remember, too many details will confuse a big chunker and too much vagueness will upset a small chunker. Give each the level they need.
How to find out
When you’re next communicating with anyone, pay special notice to the level of detail they display when they’re talking. If they’re vague, give short answers and obviously don’t do the small talk, it’s clear that the best way is to respond in kind. Likewise if they go into detail, you need to too. In my experience many sales people find it hard to leave their own map, so that’s the key. LISTEN — and respond.
Where else is this useful?
If you manage a team, take notice of how your team members differ. By responding accordingly you can look forward to better connections with your team with all the gains that can bring. Likewise your colleagues at meetings and in general conversation. Your general sales management skills can only improve.
I look forward to hearing your big chunk/small chunk feedback! In the level of detail you prefer of course.
Until Next Time
PS; Download my Free Report — The 9 Biggest Sales Mistakes You See Others Making
About the author
Hi I’m Leigh Ashton of The Sales Consultancy
Whether you’re a small business or a leading brand, an area manager or a Chief Executive, whether you’re new to sales or an experienced sales professional. Even if you’re not in sales at all but want to understand it, you’ve come to the right place.
The World of Sales is changing.
Today’s conventional sales training doesn’t address the psychological barriers that get in their way.
My approach takes your sales team through a process that:
* Helps them identify their psychological barriers and gives them the tools to overcome them
* Teaches them how the mind works so they can keep motivated and stay focused
* Gives them the ability to identify the psychological patterns of their clients and prospects so they connect with them at a deeper level and close more sales
And at a higher level…
* It creates more success in other areas of their lives so they are happier generally…and happier sales people generate more sales
Wherever you are on your personal sales journey what’s the best course of action for YOU.
– Sales Training – that actually gets results
– Leadership and Management
– Personal Coaching and Mentoring
– Sales Mentoring Programme
– NLP (Neuro Linguistic Programming) and how it can help you accelerate your success
– Keynote Speaking