How to Increase Sales Fast
talking about your products and start
solving your sales prospect's problems.
you ever seriously thought about the
disadvantages of talking too much,
especially if you're in sales?
disadvantages can be humongous and
have a negative impact on your selling
results and your personal income.
a short list of the disadvantages
of talking too much.
You can't learn anything about your
sales prospect when you're doing all
If you don't learn anything concrete
about your sales prospect you're probably
relying on your improvisation skills
throughout the sales call.
And maybe the worst possible outcome
is you end up behaving like most salespeople
who usually talk too much.
Talking too much doesn't differentiate
you from other salespeople. In fact,
it puts you squarely in the chatter-box
so much better to start solving your
sales prospects problems and emphasizing
the solutions your products provide.
salespeople, unfortunately, start
selling too soon and the simple reason
is because they start talking too
you put the latch-key on talking too
much, your sales will take off.
me paint you a picture and it's one
I'll never forget.
15 years ago, the month is December,
and the temperature is 5°.
were still living in Libertyville
Illinois at the time.
about 7 PM and Bernadette, my wife,
wanted to look at new cars.
wanted to get the same make and model
she bought five years earlier because
she was happy with this car.
we pull up to the front door we spot
this huge salesperson with his arms
and legs spread as wide as he could
sitting at a desk.
wasn't huge, he looked like a Walrus.
fact, the buttons on his shirt, looked
like missiles and ready to explode
in our direction.
we walked into the showroom he got
up and I swear he had this look that
said, "They're mine" on
first words out of his mouth were,
"Can I help you?"
never heard this before in my entire
he continues with more sales babble.
didn't ask my wife, remember it was
her car, a single question.
just a few minutes, I said, "We'll
think about it," and left.
guy was an imposter.
was doing his best to impersonate
a professional sales person.
didn't look like one.
didn't sound like one.
he certainly didn't act like one.
if the Walrus asked my wife just this
you could change anything about the
car you are driving what would it
probably would've said, "The
62,500 miles on my odometer, because
I want to avoid costly maintenance
that information a professional sales
representative would be able to tailor
his presentation to my wife's specific
he didn't. We left and went across
the street to a Chrysler dealership
where my wife purchased the first
of three Chrysler Mini Vans.
Walrus didn't lose one sale, he lost
three sales. And he doesn't have a
here's the secret finding more selling
success in your sales territory.
solving your sales prospects problems
and stop talking about your products.
this and you'll increase sales fast
- really fast.
one thing that transforms good salespeople
into great salespeople are the sales
questions they ask.
won't get much pushback from your
sales prospects, when they're responding
to your intelligent sales questions.
is easy when you do it right!
` ` ` ` ` ` ` ` ` ` ` ` ` ` ` ` `
my Sales Trailblazer Sales Training
Course lesson #7 is titled "Explore
And Explode The Brand Called You."
Here's an excerpt:
The first step
to becoming better is being different.
I can tell you from my own personal
experience, this is easy to say and
hard to do for most entrepreneurs
just not wired to be different. In
fact we may be wired so we want to
be like everyone else.
Now, if you
believe any of your products are commodities
you probably don't understand what
I'm talking about.
You see, products
don't turn themselves into commodities
- salespeople do it.
If you truly
believe in the concept of "Differentiation,"
there are no commodities in the universe.
You have it
all wrong if you really believe your
customers buy your products because
they believe your products are unique
in some ways.
happens is your customers and prospects
are attracted to your products because
you (The seller) believe your products
People get excited
about products and services when the
salesperson is excited about his products
blend in, when you can stand out?
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