I’ve been in sales for thirty-seven years. And during that time, lots of things have changed. How we communicate – cell phones, Teams/Zoom meetings, emails, and texts; the cars that we drive and the equipment that we carry.
Closing the Sale Comes Down to Your Content
All these things have made for more efficient sales calls, networking, and cold calling. So, leads and appointments seem to be easier to get. But, despite all of these great technological advances that help to get you in the door, there really hasn’t been anything that can help you close a sale more easily. Closing the sale still comes down to your presentation. It still comes down to your ability to persuade your prospect and get them to say “yes”.
Presentations and presentational skills have helped. There is PowerPoint that will help you build a more attractive presentation; tablets, and overhead devices that help you present your ideas to your buyer or audience. But, the content still comes down to you. And if that content does not lead to you closing the sale, then it is useless.
You Must Know Your Buyer’s Needs!
Over the years there have been countless selling processes. I can’t begin to count how many different sales training programs I have been through in my three-plus decades on the job. They all have their merits. But at the end of the day, they all cost a lot of money and essentially boil down to the same basic concept – selling requires that you know your buyer and what your buyer needs.
I learned this lesson early on in my career – buyers don’t buy products, they buy what products can do for them. And so, if you want to become an effective salesperson, you need to learn and embrace a few basic lessons and concepts.
Learn From the Best
Selling Advice!
Over the next few weeks (and possibly months), I will give you some of those concepts. Selling advice from a experienced sales veteran. My concepts will be easy to understand and implement. And in return, I only ask for a few things – that you implement what you learn as you feel appropriate and you embrace my disclaimer which simply says that I don’t guarantee that you will become a superstar salesperson and that these concepts will work for you.
You can read the full disclaimer here. But in a nutshell, it simply says that I provide and curate an extensive array of useful information but make no guarantee that a visitor or reader to this blog will achieve the same level of success.
So, with that out the way, shall we get started? Visit us next week for our first installment in persuasive selling!
