So Sorry... It is NOT about the PRODUCT!!!

When starting any new sales job we get some "Sales Training" just basic product training. We learn what features we have that no one else has and why they are so critical. Typically marketing is running this training. Given that they have never met a client, the depth and understanding of why anyone would care about this product is acidemic at best. When we speak with a prospect, they want to learn how it works and how it compares to the alternatives, which is natural but very dangerous because we are pulled into the "Commodity Trap" where all that matters is price. So what do the Best Salespeople do to avoid this focus on the product instead of what the product can do for them? This is the topic of today's Brutal Truth about Sales, and here is what you will learn:

• How to stay out of the Commodity Trap.
• How to determine what the client really wants.
• Why activity alone is not enough.
• What the world's best salespeople do to control the deal.
• Why no one teaches these skills?

If YOU want to make this your best year ever in sales, this episode is a must-listen too. You can hear it on?iTunes?and?Spotify?or watch it on?YouTube.

You can watch all the videos on YouTube, and if you are more interested in tips and tricks, then follow:?Sales Questions Brutally Honest Answers - PodCast

or sales leadership:?The Sales Leadership Show / PodCast revenue management collective