Talking Brochure Salespeople

Of all of the industry's over the last few hundred years Sales has been the one that has changed the least. What is interesting is that there has been many opinions on what works and very little data.

Professor Neil Rackham conducted a massive research project of over 35,000 sales call in 12 countries over a 10 year period and found some very interesting data.

What was conclusive is that converting features to benefits is getting less and less effective. This means that Salespeople can no longer afford to be a talking brochure. With information so accessible and over 30 Billion questions getting answered on google every month sales people need to move from being a value communicator to value creators.

It is more important than ever to address this with your sales people. So what value are your salespeople creating for your clients and would your clients be prepared to write a check for their sales call.

Sales Tips- Thanks Jack Daly

Right now getting more sales is the number one priority for company's we work with right now. Here are a few tips Jack Daly offered;

• Be unique- from reception to voice mail.
• Never make a call without a purpose.
• Ask questions and listen.
• Selling is the transfer of trust.
• Never quote until you establish value.
• Goals not in writing are dreams.
• People like to buy, not be sold. Help them buy.
• Trust trumps price all day.
• Things that get measured get done.
• The best sales people don't wing it.
• Model the masters. learn from the best.
• People are different. Sell accordingly.
• We are what we think we are. Raise the bar.

So what are you going to do differently? The same things produce the same results.

Karl