It seems that most people look for secrets or shortcuts to success and some are willing to try almost anything, regardless of how preposterous, to earn more money. For those is sales, earning more money usually requires selling more. [...]
The more time you spend talking about your product, the less inclined a prospect will want to continue that conversation. The more you focus your attention on their situation, their problems and demonstrating how you can help them improve their business, the more you differentiate yourself from the competition. You only have few moments to connect with a prospect so keep it brief. Keep it about them. And you will keep their attention.
The adage of not putting all of one's eggs in one basket certainly applies to the topic of sales. With a great deal of competition and a deep target audience for many to reach, sales training methods have recognized this reality. From Chicago sales training to sales and marketing training forces around the globe, the Law of Large Numbers is an important concept to understand.
If you've read any of my work, then you know my favorite four words are, "Shut up and listen." You also know that I think the mute button is the most important button on your phone. To prove this to yourself, make a commitment today to asking questions and using the mute button to let your prospect answer you. You'll be surprised by what your prospects will reveal and how much easier it is to get deals.
If you discuss price too soon then everything you say afterwards will seem like you are trying to justify the cost. However, when you demonstrate how your product will benefit the company and or prospect, your price will appear as a fair and equitable investment.
Effective persistence means keeping your name in your prospect's mind by using different strategies and techniques. Varying your approach will help separate you from your competition. And remember this saying, "If at first you don't succeed, try, try again."
As you begin to engage your prospect in the sales process, it is important to understand how they move through a decision to find a solution. If you communicate the wrong message at the wrong time, you could risk losing the sale so it is important to understand your customers concerns