There are some methods that have been tested for decades that still produce consistent results. There are other sales methods that continue to be put into action that dont work! Well intentioned managers (some not so well intentioned) make poor, unsuspecting sales professionals, follow archaic sales techniques that are simply a waste of time.
Some sales managers think that any activity is better than no activity. They dont care about your time. They just want to see you as busy as possible because they figure that if you are doing something you are bound to get a sale. With that logic you might as well just walk the streets of business centers aimlessly and hope that someone asks if you need help.
When you can avoid falling victim to the sales myths, you will save time, and be on the path to doubling your sales today.
1. Its a numbers game Along with this one you might have heard dialing for dollars. While there is no question that only a percentage of your prospects will work out, its important to track your numbers. After all, what if you made 1,000 phone calls and you got just 1 sale. If that one sale was worth only $200 in commission money, those numbers arent good! There are some sources for leads where you can convert 4 out of every ten leads and others where it might only be 1 out of 100. Analyze your source for leads to put yourself in a position to win.
2. You have to be an expert in your product/service This excuse is used to send sales professionals to endless training events. When you are armed with the right sales scripts you dont need to waste time mastering the most mundane details of your product. Just think for a moment when you are in the Doctors office. Do you ask them how the body moves takes oxygen throughout your body? Or do you just wait for her to give you advice on how to feel better? Be the Doctor; ask the questions that put you in control and you will be identified as the expert.
3. The customer is always right This one has led many a sales professional down the road of providing a large discount. The customer isnt always right. They dont have enough information to be right. Help your customer to see what they need to know by asking the right questions. When your sales scripts pound on their pain, they will understand that they dont know everything and they need your help.
When you know the right numbers and are armed with powerful sales scripts you will be able to ditch your sales managers advice and start selling.
Discover 67 sales scripts transformed into interest piquing questions that sell.
