"Selling in this economy is not any different than it was last year or the year before or the year before that, for well trained sales people. Today is not any different than yesterday if you understand the three things that always stay the same with sales..." - Don Jennings
Number one, you must know who your customer is and how they make buying decisions. Most sales people go on call after call day after day delivering the same presentation the same way to every prospect, even offering the same prices and wonder why some buy and some don’t. People are different, you must adjust to close.
Number two, according to a Harvard study; it’s all about value, even today, not the price for 83% of the consumers in America. Of course everyone wants to pay the least amount possible, but they will pay more to the company or sales person that brings the greatest perceived value. This fact is demonstrated in the market place every selling day or people would all drive the cheapest cars and watch the cheapest televisions etc.
Number three, you must also know who your real competition is. This is probably one of the most misunderstood areas in the entire sales profession. Most sales people have been taught or lead to believe that the competitor is another company, a product or even a price. What most companies and sales people do not understand is that your real competition is the skill of the other person calling on the prospect. There is an old sales adage that was true fifty years ago and is still true today. “In selling, who ever tells the best story, wins.” How well or skillfully do you tell your story? There are no secrets in being a top producing sales person. There are, however, some basic fundamentals that can be learned and applied every selling day.
Our class, The Core Fundamentals of Sales will teach you all of the basics and much more. Learn how to read your customer and customize your presentation on every call.
Learn some simple steps to increase your perceived value to every prospect.
And learn the time-tested and proven sales skills that can set you apart from your competition and help you to “Tell the best story,” and win more often.
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Every call is a sale:
On every appointment you’re selling, or being sold, or a competitor is closing your customer.
Regardless of your natural talent, your ability, or your education, anyone can master the basics of building the relationships (and the value) necessary to close more sales.
These Core Fundamentals of Sales can make any sales person a consistent top producer.
1. Learn why some salespeople achieve when most do not
2. How to differentiate yourself immediately from the rest
3. Develop a continuous stream of referrals
4. How to handle any objection
5. How to build strong relationships by understanding personalities
6. How to ask the right questions for a powerful presentation
7. How to make a great first impression for immediate credibility
8. Learn how you can master all of the powerful steps to close the sale
9. Customize your presentation with simple phrases on each call to increase
the value in all that you say and do