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”
Friday, July 18, 2008
Thursday, July 17, 2008
Double Your Sales and Revenue
A good friend of mine and I were talking last June about the state of the economy. His name is James Roche. I have mentored him over the last 4 years and have had the pleasure of watching James grow from a struggling entrepreneur to a highly success multiple 6 figure earner.
James is in the product creation businesses and goes by the name Info Product Guy. He can be found online at the same address. http://www.infoproductguy.com.
Anyway, James and I were talking and I mentioned that the recession is really all about fear and that the entrepreneurs that understood that would grow their businesses by leaps and bounds. James agreed but wanted to know why I felt that way.
I told him "It's simple really. The ones that get it will innovate and capture tremendous market share while the ones that don't will watch their business shrink or maybe even go out of business and they will blame it all on the economy."
You see I am a master salesman and I have 25 years of being at the top of any sales organization I ever sold in as well as a long track record of building sales teams and training sales people. I have taken companies from a few thousand dollars a month in sales to millions monthly.
I learned a long time ago that the way I choose to look at a situation would ultimately determine how successful I would be at finding a solution. That's what winners do. They figure out how to win. Whiners on the other hand seem to look for ways to fail. If that hurts I'm sorry. I'm not trying to sound mean. The exciting part is anyone can be a winner they just need to know what it takes.
James, and I continued to talk about the problems so many entrepreneurs are having right now and I pointed out that they needed to know how to double their sales and revenue in ANY economy.
I know from experience that most companies struggle with cash flow simply because they really don't know how to increase their sales. Well, that's a problem that's easily solved.
We decided that we'd draw from the 25 plus years of business and sales experience I have and the over 1,000 sales people I have trained and we'd build a step by step easy to follow program for any solo-entrepreneur, author, coach or small business owner to double their sales and revenue.
While we were going over the things we needed to cover James recorded the sessions so he could go back and listen to them. I've got to tell you there are some real nuggets in there you can use right now to start doubling your sales.
You can get a taste of what we are doing for FREE by going to http://www.DoubleYourSalesandRevenue.com and getting the 7 day audio eCourse we made. We're calling it “Behind the Curtain…Strategies to Double Your Sales and Revenue”
Go sign up for it and see for yourself what we're talking about.
Remember, It's All About Selling,
Mike McMahon
James is in the product creation businesses and goes by the name Info Product Guy. He can be found online at the same address. http://www.infoproductguy.com.
Anyway, James and I were talking and I mentioned that the recession is really all about fear and that the entrepreneurs that understood that would grow their businesses by leaps and bounds. James agreed but wanted to know why I felt that way.
I told him "It's simple really. The ones that get it will innovate and capture tremendous market share while the ones that don't will watch their business shrink or maybe even go out of business and they will blame it all on the economy."
You see I am a master salesman and I have 25 years of being at the top of any sales organization I ever sold in as well as a long track record of building sales teams and training sales people. I have taken companies from a few thousand dollars a month in sales to millions monthly.
I learned a long time ago that the way I choose to look at a situation would ultimately determine how successful I would be at finding a solution. That's what winners do. They figure out how to win. Whiners on the other hand seem to look for ways to fail. If that hurts I'm sorry. I'm not trying to sound mean. The exciting part is anyone can be a winner they just need to know what it takes.
James, and I continued to talk about the problems so many entrepreneurs are having right now and I pointed out that they needed to know how to double their sales and revenue in ANY economy.
I know from experience that most companies struggle with cash flow simply because they really don't know how to increase their sales. Well, that's a problem that's easily solved.
We decided that we'd draw from the 25 plus years of business and sales experience I have and the over 1,000 sales people I have trained and we'd build a step by step easy to follow program for any solo-entrepreneur, author, coach or small business owner to double their sales and revenue.
While we were going over the things we needed to cover James recorded the sessions so he could go back and listen to them. I've got to tell you there are some real nuggets in there you can use right now to start doubling your sales.
You can get a taste of what we are doing for FREE by going to http://www.DoubleYourSalesandRevenue.com and getting the 7 day audio eCourse we made. We're calling it “Behind the Curtain…Strategies to Double Your Sales and Revenue”
Go sign up for it and see for yourself what we're talking about.
Remember, It's All About Selling,
Mike McMahon
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