Boost Sales

Do you have 5, 10, or 20 years of sales experience?

Or do you have 1 year of sales experience 5, 10, or 20 times?

Many salespeople never advance beyond ancient outdated sales lines like "If I do this for you, will you give me the order?" You brand yourself as a mere salesperson hawking a product focused only on your sales commission, rather than a business partner with concern for your prospect's business.

So what should you do instead?

Learn how to uncover problems and desires that you

Do you have 5, 10, or 20 years of sales experience?

Or do you have 1 year of sales experience 5, 10, or 20 times?

Many salespeople never prefer all included antediluvian outdated sales lines like "If I do this for you, will you give me the order?" Or "What do I have to do to get your business?"

Lines like these are why salespeople have a reputation near lawyers in our society.

Everyone learns lines like these in sales at some time or another. Often it comes from a senior salesperson who is described as "aggressive" or as "a closer". for this guy brings in a lot of business, other's think that they should model his every habit. People say that you would sell more if you acted like this person. Yet secretly, most people hold in abomination this guy.

Here's a hint. If the people in your sales organization abhorred this guy, then so did most of his prospects and customers. This guy sold a lot by using the law of averages. He sold not insofar as of his better sales lines, but in spite of them. He worked 70 hours a week, and one of his favorite sayings was "its a numbers game".

Now you do have to get your message out to a large number of people. However, if you are burdensome them in the process, you are wasting many great sales opportunities.

Lines such as these quickly ruin the rapport you have worked so on hard town house up to this point. You trade name yourself as a mere salesperson hawking a product focused only on your sales commission, rather than a subject partner with concern for your prospect's business.

So what should you do instead?

Learn how to uncover problems and desires that you can help the prospect eliminate, solve, make or realize. take up by seeing yourself as one who helps businesses and people with your products, ideas, and services.

You do this by indent questions. Ask questions to uncover problems and desires. If you cannot find something that you can help with - move on to a new prospect. Ask questions as to what the consequences will be of not doing towards eliminating their problem or not pursuing what they want. Use questions to help them see the consequences of shopping your competitor's inferior product or service.

Helping your prospects to experience the consequences of various courses of pose (or inaction) will stimulate the prospect into wanting to move the sale along. Done properly, this results in the prospect petition you how to speed up and complete the sale so that he can get on with solving his problem or realizing his goal.

© 1999-2004 Shamus Brown, All Rights Reserved.

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