|
|
Like this article? PLEASE +1 it! |  |
|
By Knowing Exactly Whom You Are Selling Will Increase Sales
| Guest post by: Leanne Hoagland-Smith |
Article Overview: Are you focusing your sales efforts and behaviors on the wrong people?
 |
Free Download - How to Craft an Engaging Message That Highlights What You Do to Increase Sales By Leanne Hoagland-Smith |
By Knowing Exactly Whom You Are Selling Will Increase Sales
During a recent sales training seminar, I heard a mentor of mine, Mr. Michael Sleppin, make this statement: "In their efforts to increase sales, far too many sales people try to sell newspapers to a blind person."
Michael was not being insensitive to individuals with visual challenges, but rather he was making a significant point. Those in sales especially consultative sales, fail to do thorough fact findings. This inability to discover all the needs and wants results in them trying to sell their products or services (newspapers) to prospects who have no need (blind person).
To avoid this dangerous sales habit requires each sales person to inoculate himself or herself against the 3-Ps virus. The 3Ps virus happens when the suspect or prospect who are the carriers ask questions like:
How much do you charge?
Can you send me a proposal?
What do you do?
Without the proper 3Ps vaccination, the sales person then pukes:
1.Price
2.Proposal
3. Product
without discovering the needs. The end result is that they may be selling newspapers to a blind person.
You can always tell those sales men or sales women who have received the 3Ps vaccination. Their first question might sound something like this: May I ask you a question. Then the sales person begins to build a relationship with a goal to get a face to face appointment. During this second meeting, the sales person begins to ask more leading questions to separate the wants from the needs and to learn the importance of achieving these wants and needs.
Only after a thorough discover of the needs and wants will the sales person truly understand the best solution for the client. This understanding allows the sales person to sell the correct solution and avoid what my friend Michael says of: "Selling newspapers to a blind person."
Help, I Urgently Need to Increase Sales
The easy way to close more sales
Selling Through the Tough Times
Successful Sales
Secrets of Successful Sales
|
About the Author: Leanne Hoagland-Smith RSS for Leanne's articles - Visit Leanne's website Her book, Be the Red Jacket is a no-nonsense and quick read to help discover potential gaps that may be keeping you from your goal to increase sales. The forward is by Evan Carmichael of EvanCarmichael.com Remember if you think you cannot or you think you can either way you are right. (Henry Ford). Sales Coaching Tip: Change your thoughts; improve your results. Click here to visit Leanne's website   Business Building Check List Leadership Audit For Business Leadership Assessment |
Related Forum Posts
Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
2007 Goals
- My yearly goals for December 2007:
1. Add 10-15 new "ideal" clients to our client roster
2. Increase revenues by $500,000
3. Average at least 1 paid speaking engagement per month.
Re: How do you maximize your time at business/networking events?
- Hy Kevin. I think everyone is focused on those persons who can help business to grow but i consider it necessary to constantly meet new people and make new connections. Knowing more people, means more exposure for your business and you never know when you will need their services.
Re: Kevin's Case Study #10 - When to become an entrepreneur?
- When the bug bite you. A lot of successful entrepreneurs started in their teens or at school. Selling sweets to fellow students or lemonade to firends in the neighbourhood.
Share this article with your friends. Fund someone's dream.
Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
by: Milly Sonneman, Effective Presentation Skills Training
4 Building Blocks of an Effective Talent Management System
Simon Fuller Quotes
Lesson #3: “Tell ‘em quick and tell ‘em often”
Searching for the Stars: How Yang and Filo Took Their Business to New Heights
Salesperson Wimp-Out: I Need Help 
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Environment and productivity at the office
TRADE SHOW FOLLOW-UP: HOW MUCH IS TOO MUCH?
Fighting the Saw-Tooth Affect
Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.