I’m into simple things that work. The following suggestions
are definites to work on, if you want to improve your sales game.
They will work to improve your sales if you work on them.
We will look at these collectively today and then next week,
work on them individually.
Sales is all about communicating value. It is not as important
what you believe; as it is what your customer believes. Yet, if
you don’t believe it; your customers never will. Which leads to
#1 Tell it with Passion. If you do not have conviction in
your voice, when you tell your customers about it; they may not
get the point even if its true. Remember sales is about
communicating value. It is not just you knowing the value of
your product or service. You must convey this to your customer.
Just because you “get it” does not mean your customer “gets it.”
Tell your facts with passionate conviction. Your customers will
retain more and you will sell more. Which brings us to point #2.
#2 Listen with Intensity. Hearing is not listening. You can not
sell effectively, if your customer does not believe you understand
their need. And the only way to understand their need is to listen
Do not be so eager to make your next point that you do not
let the customer make their point first. If you listen better, you
will sell more. Which brings us to point #3.
#3 Show it with Enthusiasm. Unless your product sells itself
[some do]; it will be your demonstration that makes the difference.
Whether they buy from you or your competitor may rest on
the value and persuasiveness of your demonstration.
To sell more:
Tell it with Passion.
Listen with Intensity.
Show it with Enthusiasm.
Next week we will look at each of these sales improving
practices individually. Tune back in next week to make your
pocket book fatter, by making your sales better.