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Every serious sales rep is focused on how to sell more and, as a sales trainer, my job is to help them sell more. If businesses don't grow, they die. In other words, every business needs to know how to sell more and that's where my expertise comes into play. In this article, I'm going to show you how to sell more by using a few simple tips.
I'm going to share with you four simple things you can do right now that will help you sell more. In fact, these pointers will help anyone sell more of anything in any economy! Did I just make your day? If so, let's get started so you'll discover how to sell more and never look back.
How To Sell More By Solving Problems
To discover how to sell more you must first discover how to link your product or service to problems plaguing potential clients. It is not up to prospects to connect the dots and uncover ways to use your product. The job of connecting the dots belongs to the salesperson.
You'll learn how to sell more once you've learned how to ask questions that uncover problems you can solve with your product or service. Once that's accomplished, you must then present your service or product as the solution to that problem. That's how the top pros address the "how to sell more" question.
Let me help you understand this important lesson on how to sell more of anything by providing some examples of linking a product to problems. In this example, I'll use my own service… sales training.
Knowing how to ask the right probing questions is the key to learning how to sell more of anything. Here are some "open ended" questions that I may ask in my sales training business to uncover an need for my service.
I hope you can see how uncovering a problem is you sell more.
How To Sell More By Selling Benefits
If you want to uncover how to sell more of anything, you must stop thinking about products and begin focusing on the benefits that products deliver. People don't buy products… They buy benefits.
To further illustrate how to sell more by selling benefits, let's return to my sales training example. I'd be in for a very long day if I called VPs of Sales to tell them about my sales training products. A day doing that would be like walking through a rejection propeller.
No one wants to hear about sales training so I don't sell sales training. Instead, I'm focused on the benefits my sales training delivers to my clients and that's what I use to sell more!
I'm not going to tell some Regional Sales Director that may or may not be interested in learning how to sell more, about my sales training. Instead, I'm going ask that Regional Sales Manager if they would like to learn how I increased sales at "WidgetCo" by 20% in 30 days. Sales training is my product but the benefit is a 20% sales increase in just 30 days. There isn't a VP of Sales that would pass up an opportunity to learn about that benefit.
Selling benefits is one more stop on the way to discovering how to sell more of anything.
How To Sell More By Using Powerful Sales Training
You must first learn how to ride a bicycle before you can learn how to ride a bicycle faster. This same simple principle applies to a sales career. You can't begin to understand how to sell more unless you already are familiar with basic sales techniques.
You discover how to sell more when you learn and start using powerful professional sales techniques. There are many sales training courses that you can download on the Internet. You'll be amazed how inexpensive a quality sales training streaming video can be thanks to the efficiencies new download technology delivers.
I hope this article on how to sell more will help you sell more of anything.
I'm going to share with you four simple things you can do right now that will help you sell more. In fact, these pointers will help anyone sell more of anything in any economy! Did I just make your day? If so, let's get started so you'll discover how to sell more and never look back.
How To Sell More By Solving Problems
To discover how to sell more you must first discover how to link your product or service to problems plaguing potential clients. It is not up to prospects to connect the dots and uncover ways to use your product. The job of connecting the dots belongs to the salesperson.
You'll learn how to sell more once you've learned how to ask questions that uncover problems you can solve with your product or service. Once that's accomplished, you must then present your service or product as the solution to that problem. That's how the top pros address the "how to sell more" question.
Let me help you understand this important lesson on how to sell more of anything by providing some examples of linking a product to problems. In this example, I'll use my own service… sales training.
Knowing how to ask the right probing questions is the key to learning how to sell more of anything. Here are some "open ended" questions that I may ask in my sales training business to uncover an need for my service.
- Please tell me about the level of competitiveness in your market.
- How would you describe your sales process?
- How do you insure every rep follows that process?
- How do you address your three most common sales objections?
- Why should someone do business with you?
- Tell me about your sales development program.
- How would you benefit from a 20% increase in sales?
I hope you can see how uncovering a problem is you sell more.
How To Sell More By Selling Benefits
If you want to uncover how to sell more of anything, you must stop thinking about products and begin focusing on the benefits that products deliver. People don't buy products… They buy benefits.
To further illustrate how to sell more by selling benefits, let's return to my sales training example. I'd be in for a very long day if I called VPs of Sales to tell them about my sales training products. A day doing that would be like walking through a rejection propeller.
No one wants to hear about sales training so I don't sell sales training. Instead, I'm focused on the benefits my sales training delivers to my clients and that's what I use to sell more!
I'm not going to tell some Regional Sales Director that may or may not be interested in learning how to sell more, about my sales training. Instead, I'm going ask that Regional Sales Manager if they would like to learn how I increased sales at "WidgetCo" by 20% in 30 days. Sales training is my product but the benefit is a 20% sales increase in just 30 days. There isn't a VP of Sales that would pass up an opportunity to learn about that benefit.
Selling benefits is one more stop on the way to discovering how to sell more of anything.
How To Sell More By Using Powerful Sales Training
You must first learn how to ride a bicycle before you can learn how to ride a bicycle faster. This same simple principle applies to a sales career. You can't begin to understand how to sell more unless you already are familiar with basic sales techniques.
You discover how to sell more when you learn and start using powerful professional sales techniques. There are many sales training courses that you can download on the Internet. You'll be amazed how inexpensive a quality sales training streaming video can be thanks to the efficiencies new download technology delivers.
I hope this article on how to sell more will help you sell more of anything.
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