Even though most salespeople could easy come up with a thousand words, that’s never a good idea. Painting a picture isn’t just better than thousands of words, it’s worth much, much more. This video shows you how.
Scott WintripA Picture is Worth a Million Dollars – Let Your Success Do the Selling
Powerful facts are always more compelling than platitudes and generalities. In this second of four videos on letting Letting Your Success Do the Selling, I share how to deliver these in a soundbite fashion.
Scott WintripJust the Facts – Letting Your Success Do the Selling
It’s often said that salespeople should listen more than talk, however, those spouting this wisdom typically are the ones who continue to inundate those around them with voluminous amounts of words. In fact, most salespeople spew a stream of factoids, details, and feature-benefit chunks of information all over prospective clients.
No one likes to be thrown up on, and it’s certainly no way to start or grow an important relationship. Instead, our industry must adhere to a better standard:
Say little, ask a lot.
When you live by this rule, you always hear more while keeping the buyer engaged in a much more compelling conversation. Since the buyer always believes him or herself but only sometimes, if ever, believes you, you’re letting the better closer close. And, when you consistently conduct yourself in this manner, important comments you make are actually heard versus dismissed, since you’ve demonstrated that you share only important details.
Not only is this standard soothing to buyers, like a spoonful of Pepto Bismol, it’s also a mega-dose of vitamins that establishes and grows healthy, long-lasting partnerships.
Scott WintripMegavitamins for Customer Relationships
It takes less effort to increase sales when you let your success do the selling. In this first of four videos on this topic, I share why it’s more important than ever that we pick our words carefully and use soundbites to deliver them.
Scott WintripSoundbiting Your Success – Letting Your Success Do the Selling
The focus on consultative selling by many salespeople is often great in concept and poor in execution. This failure stems back to one issue and one issue alone—the fact that consultative selling is really about basic skills.
Too many salespeople, especially those with more tenure, are too focused on acquiring and mastering advanced sales skills. What many of them don’t realize is that the phrase “advanced sales skills” is really a misnomer. Advanced selling is really about consistently doing the basics.
Those who are achieving the best results in staffing and recruitment consistently apply the core competencies of basic selling. They don’t have to get “back to basics” from time to time, instead, consciously choosing to stay with the basics.
This approach to being at an advanced level may not seem as sexy as pursuing the complex or convoluted approaches often presented in the latest tomes on selling. However, the increased profits and commissions gained through this approach more than make up for the “dullness” of keeping selling simple.