Everyone and anyone in the business of professional selling wants to know, “How can I become a top sales person in my industry?” Most sales people have a desire to be the best, and of course, that achievement requires working hard as well as smart.

However, with all of the millions of tips out there, I believe I can break this down into a few simple and basic things you need to do to reach the highest levels in your profession.

Just follow the B.A.S.I.C. s.

The B.A.S.I.C.S

B = Believe
I know you have heard me say a thousand times that you must truly believe in what you sell. Yet, please understand that I say that because it involves more than just psychology or mental disposition. Your belief in what you do, or the lack thereof, will severely affect your technical ability to sell. Your belief in your product or service and the benefits to the customer, has to be much stronger than your personal desire for the commission, or it will hamper your ability to close.

A = ASK
You have to confidently and consistently ask for the order. Once again, I know some are saying, “Come on Sean, you told us that a hundred times.” Yet, please understand, most sales people do not ask for the order with enough strength and conviction to be successful; which brings me back to the B – Believe.

Unless you wholeheartedly believe that buying the product or service is the best decision for the prospective customer, you will have difficulty asking for the order after the second, third or fourth “NO.” The difference between professional persistence and nagging harassment is your personal conviction of the offer.

S = Science
You have to understand the science of your profession. By science, I am referring to the understanding of the mathematical logic and reasoning of your profession, the numbers, the equations, and the averages.

You must develop a transparent view of how you EARN your money and what your time is worth. You need to understand your closing average, average sale, and average earnings, so that you can see not only how much you earn on an average sale, but what earn when you DO NOT sell.

Calculate how much you actually earn for every sales presentation or interaction, whether you close the sale or not. Then set your goals on completing a certain amount of interactions, period.

I = Information Technology
Look, it is very simple; if you are not using every electronic and virtual tool at your disposal, you are a dinosaur. Today, things like CRM software, calendar-sharing, e-prosecuting, social media marketing, and a powerful internet presence are not luxuries; they are the foundational tools of the trade.

C = Care
I dare use the age-old adage, “People don’t care how much you know, until they first know how much you care.” When a prospective client can see that you truly have their best interest at heart and that you care more about their welfare and benefits more than you do about the money, that’s when you will begin to see success beyond measure.

As you can see, the BASICs start and depend on the B – how much you believe.

So, to be a top sales person…

Believe in what you sell.
Ask for the order with consistent conviction. use the
Use the Science of Selling.
Make efficient use of Information Technology
Seriously Care about your customer and your profession.

Follow the BASICs and you will enjoy an income and style of living that is any but basic!

Happy Selling!

Sean

Sean McPheat
MTD Sales Training

(Image by David Castillo Dominici)

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why your very existence as a sales person is in doubt…

We have all heard the phrases; an order taker or a sales person. However, what does that mean and what is the difference between the two?

Take a look at this analogy…

The Eagle and the Vulture
The difference between a professional sales person and an order taker is similar to the difference between a vulture and an eagle. Whereas, a vulture, sits, perched and waits. Waits for a meal to develop and appear, usually by something that has died. It then meanders over and scavenges the rotting carcass, and barley survives in a state of half-starvation.

The eagle, on the other hand, does not sit and wait, but goes out, flies around and FINDS fresh food. It then swoops down and CREATES a bountiful meal and enjoys a life of opulence.

The Sales Professional and the Order Taker
Similarly, an order taker sits around and waits for someone to BUY something. The order taker waits for the incoming call. Waits for the web lead from the prospect that has a check-in-hand. The order taker waits for the buyer to say, “I’ll take it!” The order taker lives on a minimal wage, surviving in a state of half-living.

The professional sales person however, does not wait. The professional sales person goes out, flies around and FINDS opportunities. The professional sales person finds prospects who never even thought about buying anything. The sales pro then helps the prospect by uncovering problems and exposing needs and desire, and then diagnoses those problems, offers solutions and then solves those problems. Thus, the professional sales person lives a life of success and affording the joys of wealth.

Now I ask you…Which Are You?
Below are a few questions to ask you. Of course, depending on what you sell, some may not apply. However, be honest with yourself.

Order Take or Professional Sales Person?

1. What percentage of your sales come from prospects that come to YOU, verses how many are the result of outgoing prospecting efforts?

2. What percentage of your sales are from lead sources OTHER than your company’s TOP 2 normal lead sources? (In other words, how many leads are you finding out of the box?)

3. What percentage of sales volume is from add-on, up-sell, or otherwise production that is above the original lead value? (In other words, by what percentage are you able to increase the sale that the buyer already committed to spending?)

When the economy slows and a million other excuses overwhelm the order taker, the true professional sales person will always go out, reach out, call out to create and generate business.

Happy Selling!

Sean

Sean McPheat
MTD Sales Training

(Image by Master Isolated Images)

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why your very existence as a sales person is in doubt…

Invariably, as a professional sales person, you will run across that prospective customer who is only concerned with the price. I am talking about that buyer who can only see how much the product or service costs and nothing else, including quality, service, longevity, reputation, or even the value of YOU.

This prospect usually leaves you with only two options:
1. Lower yourself, your company and what you offer, to the level the prospect demands
2. Walk away

In my opinion, in most cases, you should walk away from the price only prospect (P.O.P.) and here are just a few reasons why.

#1. No Loyalty
You may close the deal by giving away your shirt, your commissions and company profits, but you will not gain a legitimate client. The minute someone else comes along with a seemingly lower price, this customer will leave. In the interim, they will play you off your competitors and essentially use you like a discount coupon.

#2. Too Much Work
In doing the above, this customer will usually demand more of your time and resources for even less. This prospect will want additional products, services and add-ons and not want to pay anything for them. This customer literally wants something for nothing.

#3. Negative Word-of-Mouth
While positive word-of-mouth can be a great asset, negative talk about you and your company can prove devastating. The problem with that POP is that no matter what value you deliver, no matter how well your product performs or how well you service the customer, if the price is not right, they will see no satisfaction. This customer then spreads the word that you and your firm are not a good company to deal with.

#4. Set the Standard
You dropped your proverbial pants to close the sale with the POP. However, now that POP, talks about how much they paid for your illustrious services. Now, you run the risk of running into other prospects in the same industry or target market that know just how LOW you can go. You can become known as the “cheap one.”

Depending on exactly what you sell, such issues may not be very important. However, if quality, service, value and personal commitment are important factors in your business, then you may want to walk away from that POP.

Try something like this as you deliver the news…

“Steve, I appreciate that you want to save money and pay the lowest possible price. However, our company made some important decisions long ago.

First, we decided that we would deliver the very best product/service available so that our customers get the best in return.

Second, we decided only to work with the highest-level clientele…those customers that understand and recognize value.

And finally, Steve, we decided that it made a lot more sense to explain a higher price ONCE, than to have to make excuses for poor quality and inadequate service over and over.

Honestly, Steve, do you think we made the right decisions?”

Happy Selling!

Sean

Sean McPheat
MTD Sales Training

(Image by Renjith Krishnan)

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why your very existence as a sales person is in doubt…

Closing the BIG sale, the huge month or even year changing opportunity, is a great thing. However, focusing too much on selling that whale of a prospect can cost you more money than you earn, IF you finally close the deal.

Please don’t misunderstand me. I am an advocate of going after and securing the huge career-making client. Yet, you must be careful not to develop a “tunnel-vision” focusing ONLY on such prospects. You have to have a clearly defined target market and prospect model, and go after all of them. Here are just a few reasons why and how becoming a single-minded big-deal-hunter can hurt your career. (Forgive me for using a few old clichés here, but they fit.)

#1. All Your Eggs in One Basket
In this case, the age-old term could not be any more applicable. It is better to have a sales pipeline that consists of lots of varied sized sales opportunities, rather than just a few large ones. When your month depends largely on one or two big sales, you risk too much even if the probabilities of closing those sales are good.

#2. Miss Low Hanging Fruit
When you focus too much attention on the big deal, you will invariably overlook smaller sales that are often easier and faster to close. Those easy, obvious sales should be the foundation of your sales funnel. In addition, focusing on the higher-level sale will often cause you to overlook the buyer’s needs, while trying to satisfy your own desires first.

#3. Bread & Butter
By bread and butter, I am referring to those average sales. If you consistently close what is considered the “average” sale, earning the average commission, and you do it just a bit more than the average amount of times, you will be anything but an average sales person and you will earn substantially more than the average wage.

#4. A Bird in the Hand…
When you are big deal focused, you are also prey to the lure of the Big Deal Promise. That is when that prospect begins to tempt you with the promise of making that gigantic purchase, with one caveat… they are not going to buy now. Rather than opt for the smaller, introductory, stepping–stone type sale to get the relationship started, you are apt to believe the, “Come back tomorrow or next month and I’ll buy…” classic stall.

Qualify your prospective clients to the best of your ability according to what you sell. Then give every sales process your absolute best effort, and the big sales will come.

Happy Selling!

Sean

Sean McPheat
MTD Sales Training

(Image by Digital Art)

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why your very existence as a sales person is in doubt…

It is tempting sometimes, to want to wallow in pity, anguish and self-doubt after losing a big sale. As a professional sales person, you want to know WHY you lost the sale. You also want to know what you could have done better. The questions go through your head:

1. Was my discovery period good enough?
2. Did I uncover the problems?
3. Did I do a good sales presentation?
4. Did I address the true objections?
5. And so on, and so on.

What Did I Do Wrong?
Often, the first thought is if you could have actually closed the sale. In which case, that would mean that you did something wrong. The usual fair is to try to find some “fault” as to why the prospect did not buy, even though the objection may be clear. I mean, come on; you closed other sales when the prospect had that same objection…what happened here?

Stop The Stinkin’ Thinkin’
You cannot allow such thoughts to linger in your mind. Yes, you have to look at the situation and make sure you did what you know you are supposed to do. However, after that, you have to let it go and forget it. Yet, we all know that is easy to say, but quite difficult to do.

Let It Go
Here are a few thoughts to help you let it go.

#1 – Check the List
Have a checklist of the things you need to do to ensure a successful sales interaction. Then at the conclusion, go over that checklist. Did you accomplish all the things that you should have accomplished? If the answer is yes, then forget it; you did your job and know that the law of averages, the science of selling predicts that some will not buy anyway. If the answer is no, meaning that you did not satisfy your sales interaction requirements, then vow to do better on the next one.

#2. Understand What Really Happened
You lost the sale and the thought is that you lost a huge commission. However, that is not true. You have to consider your overall closing average along with your sales commission average. If you do this, you will find that you may generate the big check when you close, but it took several attempts to earn it. In other words, if you earn an average of £1,000 on a sale, you may see that it takes you five closing attempts to make that sale. Therefore, in essence, you really only earn one fifth, or £200 per sales interaction. You did not lose £1,000; in fact, you actually earned £200!

#3. Flip the Coin
Finally, remember that numbers and the law of averages play into this. There are a certain amount of people who will buy and who will not. Your closing average reflects this, plus your ability. However, no ability will close 100%. So, no matter what, you will have a certain number that will not buy…period.

Now, look at flipping a coin. You know that the chances it lands on heads or tails are an equal 50/50. If you where flipping a coin and the coin landed on heads three times in a row, would you stop and try to figure out WHY?

Think about this. Would you begin to think, “Maybe my thumb was a little slanted to the right so that is why it landed on heads…” Or, “Perhaps there is a flaw in the table…” Of course not. You would simply chalk it up to the law of averages.

Well, sometimes you have to look at the sale like that. There is nothing wrong. It is just in the numbers.

Now, go out and put in more numbers!!

Happy Selling!

Sean

Sean McPheat
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why your very existence as a sales person is in doubt…

Objections: those reasons, stalls, excuses, or otherwise barriers that prevent you from closing the sale. Every professional sales person is familiar with objections, and has invested significant amounts of time learning how to deal with objections. You may not like sales objections, but let’s face it; if prospects did not object, you probably would not have a job.

A Different View
Today however, I want you to take a moment and THINK a little differently about objections. I want you to look at objections from a different perspective. In doing so, I believe it will help you better understand the buyer and your processes in handling and overcoming more objections successfully.

A Good Question
“Why do you try to overcome an objection?”

Before you answer that question too quickly, let me add this bit of news. Who is it that has the objection? Is it YOU? No. Ok. It is the prospect who actually has an objection, not you. How then, does anything really change if YOU overcome the objection?

You see, since it is the prospect that has the objection, the problem, the mental block that is stalling the sales process, then it is really the prospect who has to overcome the objection—NOT you.

A Different Way of Thinking
If the prospect objects on price, then it is the prospect that has to overcome that feeling and belief. Whatever the objection, it is the prospect that has to get past it. I say this because the only thing you can truly do is HELP the prospect get over the objection.

Instead of viewing the objection you get as an obstacle, as an obstruction, as a call-to-war, look at it as a time that you really need to HELP the prospect get through a difficult point of understanding.

The Same Side
As a professional sales person dealing with today’s modern and educated buyer, remember that you are on the same side. You want the same thing. The sales process is not a fight or a battle where someone wins and someone looses.

When the prospect raises an objection, you can battle with rebuttals and try to overcome the objection, or you can HELP the prospect solve his or her problem by working together.

Happy Selling!

Sean

Sean McPheat
MTD Sales Training

(Image by Frame Angel)

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why your very existence as a sales person is in doubt…

I just got this in from my friend and super salesman, John Landrine in the US, about an experience he had this past weekend. I had to share it with you and I have a couple of questions for you after you read this short story and example of customer service at its finest!

Excellent Service = More Sales
“Sean, I just had to tell you about what happened in a restaurant this weekend. My girlfriend, her daughter and I go to an Elephant Bar Restaurant in Fresno, California. It’s a Friday night and they are packed. Nevertheless, William, the waiter/server, takes real time to go over the menu and specials. This would normally not be anything extraordinary, except, William had such a motivational manner and self-conviction that you had to believe that HE truly was fan and loved the food himself. He was so enthusiastic that it showed he loved what he was doing and the establishment for which he worked.

However, after ordering and receiving our meals, we had a dilemma. The dish my lady ordered, was simply not what she thought it would be. Though the chef prepared the dish correctly, it did not match what she thought it would taste like. The daughter, did not completely enjoy her dish either, as it too was something she never tried before and it was not as she imagined.

My suggestion was that the ladies order something else and we see how we can fix the situation. However, since we had practically filled up on appetizers, which both women really enjoyed, they were resigned to just remember the next time at this establishment, not to order those particular dishes.

When William came back and noticed the still-full-plates, he naturally inquired as to what may have been wrong. We explained that the problem was not the food, but the choice they made and there was no problem.

Well, for William, there was a problem. He says, “You don’t look very happy. Let me see what my manager says about this…” and walks off. Then enters, Steve O., whom I guessed was a manager, supervisor, yet I found was an extraordinary sales person.

We explained to Steve O, that neither the food nor the service was the problem, but simply a poor menu choice; but Steve would not accept such as an answer. He began asking questions.

The Art Of Asking Questions
Sean, this restaurateur, manager, supervisor or what it may be, began asking questions that any sales professional should be asking in the discovery phase of a sales interaction.

“So exactly what is it that you did not like about this dish?”
“What types of spices do you like better?”
“What do you consider too sweet or too spicy?”

I was impressed.

From the answers he gathered from both of the women, he suggested a dish he thought they would both enjoy and offered to prepared it, serve it and add dessert all at no charge. The women resisted, again reaffirming that the restaurant had no fault.

Then, Steve’s reply nearly brought a tear to my eye, Sean. He said something to this effect…

“I really appreciate that. However, I cannot feel right having you leave knowing that your memory of your experience here may be a negative one. Even if the first few dishes did not work for you, then I rather you remember that the last one you tried was the best thing you ever had! I have to make sure that you leave with a positive experience at the Elephant Bar Restaurant, and I will do whatever it takes to make sure that happens.”

Whao! Sean, I could tell, I could FEEL, that William and Steve took their jobs personally!

Anyway, to make a long story short (which I know is already too late), Steve O and William served the extra dish and a custom crème brûlée for the ladies. The check? The check reflected only my meal and the drinks…complements of Steve O. So Steve INVESTED, maybe $50 or so (US) and he secured loyal patrons that are not only going to come back often, but one who will tell everybody he knows; and hey, I know a lot of people!

Sean, many of the sales professionals that we work with around the world could learn something about enthusiasm, customer service and belief in what they sell from big, tall William and Steve O at the Elephant Bar Restaurant in Fresno, California!”

Regards,

John Landrine

A Few Questions
I thank John for relaying that experience and I can tell you that poor service can ruin a great meal. However, great service can make any meal great.

A few quick questions:

1. How personally do you take your job? Be honest. As a sales person, customer service representative, or whatever is your actual position title; ask yourself, how personally do you view what you do? Are you the, “I just work here…” type person? Or are you a PART of what you do and sell?

2. How enthusiastic are you about what you do? You have seen the product-line ten thousand times. You have demonstrated the machine over five thousand times. You have read that menu at least a thousand times. Are you still truly excited about what you do?

3. Are you willing and ready to do what it takes to ensure that your customers and clients have the best experience with you and your products or services? Are you committed to making sure that you deliver above and beyond what your competition can possibly do? Are you obsessed with being the best and delivering the best and making sure your customers experience the very best the industry has to offer? Or are you satisfied with just being “good.”

Sometimes, you may have to bend over backwards to be the best.

Happy Selling!

Sean

Sean McPheat
MTD Sales Training

(Image by Borderlys)

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why your very existence as a sales person is in doubt…

I believe in the power of positive thinking as much as anyone does, and in fact, more than most people. However, the truth is that sometimes, even if it is only on rare occasion, the proverbial bottom falls out, and thinking yourself into a positive attitude, just isn’t going to happen.

The fact is that some things can hit you so hard and are so tangible that it leaves your head spinning and unfocused. Yes, there are a few mental exercises that you can do to help; but you really need some tangible, physical actions to get your mind back on track. Try these two simple, yet effective action items.

#1 – Short Term Work Ethic Goals
When things are bad, that usually means sales are in the crapper and income is tight. It is only natural at that time to focus on more sales and revenue. However, when that does not happen, it drives your attitude further in to the dumps.

Instead, set very short, sales activity goals that you can accomplish every day. For example, set a goal to make 5 more phone calls than the day before. Or, set a goal to send out 20 more emails this week than the last week. Do one additional sales presentation than you did last week.

Not only do these sales activities increase the chances for the sales you need, they also help you see real successes every day. They are tangible objectives that you can accomplish, and they are positive!

#2 – Check the Numbers
Do some detailed sales reporting on yourself. When you check your sales activity numbers, you will find one of two situations:

a. You have not been doing what you should and that is the reason why things are bad. For instance, you know that to be consistent you must do 5 presentations per week, but the data shows that you have only averaged 3.5 per week over the last two months. At first, such enlightenment will make you feel even worse. However, it is short-lived because you can easily change this situation; you can fix it. You can also see how this works so well with Tip #1!

b. You find that you have been doing everything right, all the numbers are on or above par. When this happens, you should jump for joy! In such a case, the law of averages owes you a huge payday. Don’t misunderstand me. I am not talking about psyching yourself up. If you have a concrete closing average of 20%, yet without any changes to other factors, you have closed only half that for a while, your closing average must eventually come true.

So check the numbers and you will see that either you owe the street, in which case you can get out there and work things back into order. Or, the street owes you, in which case you can feel positive for real!

Happy Selling!

Sean

Sean McPheat
MTD Sales Training

(Image by Archipoch)

Stop scratching around for sales and learn how to sell the modern way with my FREE 40 minute online training session. Click on the image below to find out why you’ve got to be changing the way that you prospect and sell…

Be honest; have you ever walked into a sales interaction or had a prospect come in the door and immediately say to yourself, “OMG! This is a losing situation?”

No matter how hard we try, often it is difficult NOT to make predetermined, and usually unfounded judgments about people based on first appearances. It is also likely that you have been the recipient of such prejudgement yourself.

I thought I’d just give you an example of the dangers in doing this in the form of a short, light-hearted, yet very significant sales story.

My friend and “super salesman” from the U.S, John Landrine writes below of a situation that happened to him very early on in his sales career that taught him never to judge a book by its cover.

Here’s what he wrote to me…

“Selling home cleaning and maintenance systems, I walked into the prospect’s home only to find it was very messy. In addition to the obvious potentially disqualifying conditions, it appeared that there was no working adult in the household. Add this to the fact that this was not a very good area of town, and well, I was a little disheartened from the outset.

Although we had some basic pre-qualifying parameters in place, it appeared, to put it mildly, that the senior-aged woman and her daughter were quite poor, not to mention that they also provided care for an elderly parent in the home.

The presentation went well, too well. They wanted the system. The problem of course, was how in the world they would pay for it. So, in presenting the offer, I went to the bottom line, immediately dropping to the lowest possible nuts and bolts price, which they accepted.

Never even thinking about a cash purchase, I went into trying to figure out how I could finance the system for them, and went into credit application mode. What I needed to figure out was what was their source of income, since no one had a job.

The daughter, astutely noticed that I was tip-toeing around asking the hard question, and exclaimed, “Oh!! You mean, where do we get our money?”

“Ah, well, yes.” I admitted. “I just need to know how you pay the rent.”

“That is Mrs Chappers! (Not the real name)” the daughter explained as if I was supposed to know what that meant.

Dumb founded, as the small group starred at me with smiles, I shrugged my shoulders to say, “I don’t get it.”

“Mrs Chappers!” The daughter insisted. “You, know…Mrs Chappers!”

I come to find out that the old lady owned a chain of beauty salons and beauty supply stores all over the state, about 25 locations! She was the Mrs Chappers of “Mrs Chappers Beauty;” a wildly successful business.

How did they pay the rent? They did not pay rent because the famous Mrs Chappers owned the whole building and many others. She was a millionaire! Also, the state of the current home was due to a recent death in the household and they were in the midst of cleaning and rearranging.

Well, I closed the sale and got a ton of referrals, which almost all resulted in sales. However, the price point was a serious problem. I could not go and sell all of her friends and relatives the same system for more than I sold it to Mrs Chappers, and she made that very clear.

Judging that book by the cover cost a ton of money. I never did it again!”

Of course, if your sales process includes ways to disqualify prospective customers out of the funnel, then do so. However once they have qualified, then trust the numbers and treat everyone, every prospect as if they are worth a million pounds!

Happy Selling!

Sean

Sean McPheat
MTD Sales Training

(Image by  Digital Art)

Stop scratching around for sales and learn how to sell the modern way with my FREE 40 minute online training session. Click on the image below to find out why you’ve got to be changing the way that you prospect and sell…

Can you oversell your product or service?

Is it possible to oversell to the point where you actually lose the sale, causing the buyer to change his or her mind?

In a word, YES!

Here are four common ways that you can actually lose a sale after it’s done and dusted!

#1. Continue to push benefits after a buying decision
The prospect has said “Yes,” and made the decision to buy. However, the sales person continues, usually while writing up the order, to push the benefits of the product or service. This can often cost you the sale.

You have to remember that features and benefits are not solutions. They are only solutions and only matter to the buyer if they solve a problem. When the buyer agrees to make the purchase, he or she has determined that the problem for which the product solves is so bad that it outweighs the cost of the product or service. That is an emotional conclusion, not a logical one. However, as you continue to push benefits without also reemphasizing the problem, you force the buyer to THINK more logically, and buyer’s remorse can set in before the ink is dry.

It is good to continue to reiterate that together, you and the buyer have solved the problem, but do not just push benefits.

#2. Bash the competition
The buyer already agreed to buy, and the sales person, now feeling victorious, begins to bash the competition in an effort to put more cement on the sale and completely shut out the competition.

This usually comes across to the client as fear and uncertainty. If you truly were not worried about the competition, you would not be talking about them so much. The customer begins to wonder if the competition may be better.

#3. Reassure the buyer
The buyer agrees to the sale and the sales person begins to do and say everything to make the buyer feel confident that their decision is a good one. The sales person tries to assure the client that they made the right choice.

While a bit of reassurance is necessary, it is very easy to overdo this. Don’t go on and on. The more you tell someone it is the best thing to do, the less they believe it. Know when to shut up.

#4. Try to justify
After the prospect has chosen to become a customer, some sales people feel the need to try to justify certain aspects of the product, price or contract. This additional form of attempted reassurance can be detrimental. Remember that the TRUTH needs little if any justification. Do not try to PROVE things AFTER the sale.

They say that talk is cheap.

However, too much talk can be extremely expensive!

Have you got any other examples of overselling? I’d love to here them.

Happy Selling!

Sean

(Image by Salvatore Vuono)

Sean McPheat
MTD Sales Training

Stop scratching around for sales and learn how to sell the modern way with my FREE 40 minute online training session. Click on the image below to find out why you’ve got to be changing the way that you prospect and sell…