#1 of Top 5 Ways to Improve Your Selling Results… Now!

#1 – Stop Selling… and Close More Business

When you really want (or possibly need) the business, it’s easy to drop into the “convincing” mode.  You begin to sound like the stereotypical salesperson.  You are explaining strategies, justifying the investment and defending techniques – all the things you shouldn’t be doing.  The bottom line, you’re talking too much and you are going to decrease your chance of closing the sale.

Your job is to help the prospect discover how you can help them solve their problems, meet their challenges and reach their goals…  not tell them.  Learn to educate with questions and third-party stories instead of telling them about features and benefits.

Recognize when the sale is made… and then be quiet.  Salespeople who talk too much soon become victims of the 5 / 55 rule – they make the sale in the first 5 minutes, and then spend the next 55 minutes “buying” it back.  Once the prospect has made their buying decision, trying to reinforce their decision by adding additional information will do more harm than good.

« Defining Your Ideal Client | Home | #2 of Top 5 Ways to Improve Your Selling Results… Now! »

• FREE Sales and Marketing Resources

  

  Download any of our FREE Reports or e-Book:

  "How to Build a Lead Generation Machine"

  "The Power of a Process for Increasing Sales"

  "What They Never Taught You About Sales Management (That You Need To Know!)

• Sign up to receive any of three different sets of sales and marketing tips:

  "How to Generate Leads Using the Internet, Social Media and Referrals"

  "21 Unconventional Ideas for Transforming Your Sales Results"

  "25 Things They Never Taught You About Managing Salespeople (That You Need To Know!)"