By definition, selling is the words and actions one utilizes to persuade the prospective buyer to make a desired commitment. Over the last 20 years, I have had the opportunity to call on some of the largest and most recognizable names in corporate America. These include companies like Wal-Mart, Staples, Home Depot, Wachovia and Bank of America. As you might expect, they were among the most competitive selling environments I have ever encountered, as everyone was gunning for what seemed to be a small handful of vendor opportunities.
In the end, I was able to sell products to almost every major retailer in the US, and secure service contracts with 4 of the largest national banks in the country. The secret to my success was more about a consultative sales approach; than any superiority I may or may not have had with the products and services I was presenting. During that time, I came to understand a few things about the psychology of selling that I want to share with our various sales teams.
The main principle that I want to convey this week, is that buyers do not buy the features of your products or services... they buy the benefits they will realize by making the purchase. An example I often use is with my Smartphone. While it is capable of doing at least 100 different things, I only use about 15 in my day-to-day life. So if you spent too much time walking me through the 85+ things I don't use or even care about... you are going to quickly lose me as a prospective buyer.
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The take away is that you need to identify where your prospect is feeling pain, and how your product or service can bring value and/or resolution to those issues. Often, the answers lie within the conversations you are having in the field. Think about what you are hearing each day, and incorporate it into your sales presentations. Let your prospect know that you understand their business, so that they can become more comfortable with the solutions you are bringing to market. Don't shy away from the objections you continually hear; face them head on and build them into your presentations. Overcome them before they are even raised!
Nobody wants to feel as if they are being sold. Guide your prospect to what everyone should be recognizing as the most logical conclusion. Awarding you the business!
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About Sales Focus Inc.
Sales Focus Inc., the leading sales outsourcing company in the US, is focused on developing immediate revenue opportunities for our clients. Our sales outsourcing and process improvement solutions focus strictly on sales deployment and effective management. We work closely with our clients to develop, launch and manage effective sales teams that focus on one thing - generating revenue. Our "One-Team" approach allows focused companies to thrive and succeed in today's competitive environment! We focus on cost containment and profit enhancement solutions. Profit enhancement is a different mindset than cost cutting. Cost cutting means doing less of something; profit enhancement implies doing more of something that will boost the bottom line. We represent the concept of focused profit enhancement solutions. |
Sales Focus is driven towards a single goal: "Generating Immediate Revenue for our Clients!" Whether it's implementing our S.O.L.D. Methodology, Developing Lead Generation Programs or Launching an Outsourced Sales Force, we remain focused on the goal of TACTICALLY GENERATING RAPID REVENUE. Let us help you not only meet, but exceed your sales goals.
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