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By Knowing Exactly Whom You Are Selling Will Increase Sales



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How to Craft an Engaging Message That Highlights What You Do to Increase Sales - By Leanne Hoagland-Smith

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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."


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Home > Business-Coach > Leanne Hoagland-Smith > By Knowing Exactly Whom You Are Selling Will Increase Sales >

Free PDF Download
How to Craft an Engaging Message That Highlights What You Do to Increase Sales - By Leanne Hoagland-Smith

Name: Email:

About the Author: Leanne Hoagland-Smith

RSS for Leanne's articles - Visit Leanne's website
Executive consultant, sales coach and speaker, Leanne Hoagland-Smith, partners with innovative and crazy busy leaders who want to dramatically improve their team results. What this looks like differs for each firm and why a free strategy session is offered just by calling 219.759.5601 CDT USA to have a conversation about the results you are seeking. If you prefer you can forward a request to coach@processspecialist.com

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.
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