I tip my hat to sellers who are conscious of wanting to know more about how to improve their performance. After all , you can not name a single professional athlete does not take courses to help improve performance. So why not sales professionals need training and training both as a professional sport ?
One of the first lessons I learned on the sale was not talking too much. Throughout my childhood , I was criticized for talking too much . All my primary school bulletins had verified that the block read " talks too much. " Could not help it . I tried, really I did, but for some reason I still talk too much.
Then when I met my first sales team for 24 years, I continued to make the same mistake . It was not until I had a bunch of tapes sales training , I began to understand why I was talking too much . It was because I was very nervous . And I'm nervous , spoke more . I found that I really did not care too much about my point of view , all he wanted was me and what I had to say.
What? Could you talk too much when you make sales calls ?
I learned this lesson the sales training but to speak was also quite simple. All you had to do to keep me dominate the conversation was to ask my questions of prospects , good open questions. I helped with two important parts of the sales process : 1. I my view the focus when I heard the answers of perspective and makes good grades. Two . I learned more than I need to know to make the sale.
Wow! What a revelation it was! My sales career started to take off .
In the same sales training tapes, explained that one of the objectives of asking the right questions is what I could do to ease the pain my perspective was reached. Maybe it was his construction job was running higher than he thought it should. Or it could be that he had trouble finding good subcontractors .
I worked on my interview skills until I was comfortable with the quality of the questions I asked , but it was not until years later that I learned of the The most important aspect of this marketing approach . I learned another sales trainer if I could find from the perspective of how the "pain" will cost in dollars and cents , I could show you how much money he could put on the bottom line if you could offer solutions to stop the pain.
I remember a prospect whose pain was caused by making hiring decisions horrible . He used a hunch and intuition to decide which candidate to hire. Early in my career, which had educated me in a highly professional selection process , so when I persuaded the possibility of using my approach , their recruitment problems largely disappeared Training.
When the prospect gave me for my contribution , I asked if I could estimate the amount of money from their bad hiring decisions had cost in the last five years. His answer surprised me . He felt that the combination of staff turnover and loss of opportunity, simply had cost more than $ 250,000 in the last five years.
I used to convince his estimate would receive more than the product and the price at which he did business with me . When this perspective became my client, who bought more than $ 1 million the first year for me Training .
Here is the delivery of this story :
A. Discipline yourself not to talk too much on sales calls.
Two . However , designing appropriate to ask open questions your prospects .
Three . Find out what is causing your prospects to suffer pain.
April . Make every effort to see how much this pain your prospects cost in dollars and cents .
May . Providing solutions to your potential customers to ease their pain .
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