How to Sell More – The Truth
Are you a salesperson struggling to close deals or a sales coach looking for insights to share with your clients? Look no further! Coach Nate is here to share some timeless sales truths that can help you sell more and sell better.
While these sales truths may not be groundbreaking, they are the simple truths of selling that have stood the test of time and will continue to do so. Unfortunately, many salespeople have forgotten these truths, or they choose to ignore them altogether.
Are you ready to learn or be reminded of the nine fundamental truths of professional selling?
9 Fundamental Truths of Selling
1. People buy from people they know, people they like, and people they trust.
This is an old but true adage that still holds weight today. No matter how great your product or service is, if the element of trust is not present, there is no sale. Building relationships is vital in sales because people still buy from people.
2. The prospect who wants to buy from you can justify anything.
If the prospect knows, likes, and trusts you, then price, terms, or conditions will not be a roadblock to the sale. Instead of telling your prospects how wonderful you and your company are, take the time to understand their wants and needs.
3. Sell on price, die on price.
If your biggest selling feature is your price, you’re vulnerable to competitors who operate on a shoestring and who can better your price. Remember, bills (and salaries) are paid from gross profits, not gross sales.
4. Know why you’re better than or different from your competitors.
If you can’t articulate why you’re better than or different from your competition, don’t expect your prospects to figure it out either. You don’t have to be better than your competition, just different enough to give prospects a reason to buy from you.
5. People buy for their own reasons, not yours.
It’s easier to make a sale when you understand what the prospect needs and why they need it. This is why the “qualifying” stage of the sales process is so important. Pushing a prospect to buy before they’re ready is fruitless.
6. You can’t sell everyone, everything, every time.
Trying to sell to everyone and everything all the time is a waste of time. Skilled sales professionals know who, what, and when to sell. This helps you to avoid spending time with people who waste your time.
7. If you always do what you’ve always done, you’ll always get what you’ve always got.
If you want to change your sales results, you have to change the way you go about getting business. Stumbling around in your comfort zone complaining about poor results won’t get you anywhere.
8. If you can’t help a prospect, send them to a competitor who can.
Establishing yourself as someone who cares about the prospect’s best interests will earn you trust and credibility. Trust and credibility are fragile things, hard to earn and easy to lose.
9. Sell to prospects who can buy.
Don’t waste your time with bad prospects. Make sure you’re talking to the person with the money, authority, and need. Talking to someone who is a potential waste of time won’t get you anywhere.
Summing it up
These nine fundamental truths of professional selling may seem simple, but they are powerful when applied correctly. Remember, it’s not just about what you sell, but how you sell it that will make you successful in sales. Now go out there and make some sales magic happen!
If you are looking at Starting a Sales Career, check out Tips on How to Start a Successful Sales Career or How to survivesales-4 keys to sales success.
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