Selling More In ANY Economy

It never fails. Every time I meet with a new client to help them double their sales and revenue they want me to jump right to helping them close the deal. There seems to be an idea out there that the only reason people don't buy is the sales person doesn't know how to close. Did you ever consider that maybe the sales person doesn't know how to open?

Maybe you're thinking to yourself what do you mean? They don't know how to greet the prospect? No, that is not what I'm talking about. I'm talking about a professional sales person taking the time before they even think about making a presentation to find out what the prospects needs and wants are. If you go into a presentation assuming you know what they are then you are making a HUGE mistake.

Most of my clients actually double their sales in the first 30-days I work with them and the first thing I always have them do is turn their sales process upside down. You see, the typical sales process is designed to spend more time on the close than any other part of the process. Most people are taught that the sale doesn't begin until the prospect says "no". What if we take a different approach?

Let's spend a whole lot of time (as much as necessary) getting to know the prospects wants, needs, desires and dreams. What we're looking for are clues to how they can use and benefit from our goods and or services. We're trying to find out what motivates them to buy. Once we have properly qualified them then, and only then, can we give them a presentation tailored to their wants, needs and desires.

When you give a canned presentation without taking the time to find out what your prospect really wants, needs or desires you will inevitably talk about features that they could care less about. In fact when you're telling them about features they don't care about you're making the cost of your product or service go up in their eyes, not the value. On the other hand if you tailor a presentation to their needs you will be talking about features they are interested in which means they will benefit from those features. By doing this you are raising the value of your product or service in their eyes.

Selling more in any economy starts with taking the time to find out what motivates your prospect, adjusting your presentation accordingly and you will definitely close more sales.

To your sales success,

Mike McMahon

PS. Go to http://www.DoubleYourSalesandRevenue.com and claim your FREE 7 day audio eCourse.
“Behind the Curtain…Strategies toDouble Your Sales and Revenue”