One of the most overlooked sales tips is for the sales person to explain what success looks like to the prospect. This is a very simple task. Yet, it commonly overlooked by most sales people while actually being one of the most successful sales techniques you can use.
So how does this work?
Again, it is simple and requires some thought on the part of the sales person. It starts by recognizing what is important to the buyer. What is keeping this person up at night and causing more worry than progress? This knowledge will significantly increase your sales success.
Knowing what the buyer wants to eliminate or gain the most – will make your job simple. Present the solution in terms of the success the buyer wants. Use the primary representative systems of visual (how they see it), auditory (what it sounds like) and kinesthetic (how it feels) for greater awareness of what success actually is.
The key for this working at higher levels of success is the amount of preparation and thought you place in setting up the description of success. Making certain it is material to the buyer and you are effective in the delivery of the success description will make it natural and authentic in the eyes and ears of the buyer. Then success becomes a win-win situation.
Voss Graham
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