10 Things I Know About Sales
Peter Oliver is a principal at Sandler Training in Marlborough. He can be reached at poliver@sandler.com.
10. Be Proactive
The largest roadblock to success is ourselves. We need to remove self-limiting beliefs and challenge comfort zones that stop us from achieving goals and breaking through ceilings.
9. Goals
If you do not set goals, you’ll spend your time helping others achieve theirs.
8. Pain Or Pleasure?
People do not buy out of curiosity. Buying decisions are made emotionally to avoid pain or seek pleasure. Most salespeople sell intellectually which creates a huge disconnect.
7. Enabling
Salespeople exist to enable the buying process. That’s why people sometimes buy in spite of salespeople who think buyers exist so they can sell something.
6. Price Pressure
If salespeople don’t know the prospect’s true pain, all they can do is negotiate on price. The more pain, the less price matters.
5. Open Your Ears
Salespeople love to talk about how they are different by providing great quality, superior value, trusted advisors, etc. Be different by listening and not talking about differentiators.
4. Decisions
Decisions are the traffic lights between actions. You need to recognize how and why people make decisions so you can enable their journey.
3. No’s Are Good
Most salespeople are afraid of hearing “No,” but it’s, “I’ll think it over…” and “Maybe I will…” that will kill you more than “No."
2. It’s The Journey
The close is not the most important step to closing business. The sale is always won or lost long before the closing step.
1. Hope Or Action?
Some business owners hope the economy will pick up. They hope their salespeople will change their behavior. They hope the phone will ring. When hope isn’t getting it done, implement a sales system.
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