How often have you heard people say that
sales "It's a numbers game.
And the thing is, if you want to do more
sales, just get yourself
in front of more qualified or
qualifiable prospects,
give them a great presentation, deal
with some objections
and you will sell more. Honestly folks,
whenever i hear that kind of nonsense i
just want to reach for my
gun. Sales is NOT and it never has been
a numbers game. If you want to sell more,
then you really need to have
conversations and in fact i don't even
like the word
sales presentation - because, if you come
in to any sales prospect
with even the best buyer's journey that
you can imagine
you're still presuming that your logic
of what's good for that customer should
be enough for them to think 'What a
splendid idea, I will buy from you"
That's kind of what we call 'a back ass-wards mindset'
in ireland that really causes you to
actually
disconnect with too many prospects - where
you will spin
their wheels and your wheels because you
haven't done something
more fundamental before you ever make a
presentation of any sort.
You must always invest more time
in discovery and conversation with
prospective customers
to learn what they're experiencing today,
what kinds of issues they have, what
kinds of challenges they have...
And then work back into that to see
how you can best help them
as opposed to being prescriptive. So do
yourself
and do your prospective customers a huge
favour.
Lose the notion of using sales decks and
presentations.
Start from a customer-centric basis and
always build sales through conversation.
