4 Simple Truths About Successful Selling

By Alex Goldfayn

4 Simple Truths About Successful Selling

1. Simple is always better. The simplest solution is always the best one, and so is the simplest sale. If your process requires five phone calls, try it in three or four. If you're using 20 slides, how can you simplify to 10 or 12? Simplify to void, which means simplify it until it cannot be further simplified.

2. Faster beats slower. Do you need a one hour call? Why? Can you get it all done in 30 or 40 minutes? How long is your sales process? If it's a month, what would you need to do to lose a week or two? A year? Can you get it done in three months? Because that seems like a lot of time to me. Most of us don't get paid by the hour. Respect your customers' time, and streamline your process so you can sell faster.

3. Those who are present get the business. You'll never get the business if you try to stay out of the way and not disturb the customer. I guarantee that if you're not talking to them, they're not thinking about you. Show up. Be present. Your competition is not showing up. Which is why this will easily make you unique. It will make it clear that you care, and that you're interested, and your customers will thank you with their business.

4. Managers who demonstrate the desired behaviors outperform those who only talk about them. If you're asking your team to make phone calls, it would help them to see and hear about you making them too. Model the behavior you'd like to see. Or, at least, demonstrate it. Show your people that you excel at what you're asking them to do. What if you don't excel at it? Best to figure out how to so!

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