Sales Training Tip #197: Referrals Go Both Ways

Go out of your way to refer some of your best customers to people you know. Better yet, get in the habit of making at least one referral each week. Your customers will appreciate the support!

Sales Training Tip #193: Getting Back to the Basics

Don't forget to sell to the outcome / result. It sounds basic, yet we often sell based on the product's features and not on what it will do for the customer. Think about your last sales call. What were you selling to? Do you need to get back to the basics?

Sales Training Lessons from Michael Moore and His Movie, Sicko

It's amazing where we can find a sales training lesson. I have yet to see the movie, Sicko, but I have seen a number of reviews, rebuttals, etc. regarding the wide use of facts and figures presented by Michael Moore. Every review uses their own set of facts and figures to knock down the credibility of the movie. After it's all said and done, the only thing to really believe is the realization that you have to question every number or fact presented in the movie or in the media.

The corresponding sales lesson is simple: anytime you're on a sales call, you have to make sure the facts and figures you're using are believable and credible to the customer / prospect. The best way to validate your information is by having a question prepared that you can ask regarding each number or fact you present. In this way, you're getting the customer involved and you're securing their validation before you move on. I've watched too many sales go up in flames because some facts and figures presented early on did not jive with what the customer / prospect was expecting.

Professional Selling Skills Training: Consultative Selling is Like a PBJ

I'd like to elaborate on my belief that Consultative selling is like a PB & J sandwich. Keep in mind that the PB & J stand for Perception, Belief, and Justification. The customer you're selling to will always develop a perception of you based on what you're saying and how you're saying it. This perception if often formed from things you would never expect. From their perception, they then determine their belief. This is where the customer takes great leaps of faith for reasons beyond anything you might have said or implied. It is not only very difficult to modify, but nearly impossible to correct. Their belief is then used to justify their decision whether or not to buy from you. It is scary to consider that the customer not only bases their decision, but also your livelihood on their shallow perceptions. Unfortunately, that's exactly what happens each and every time you're out making a sales call. Remember, think PB & J: Perception becomes Belief which becomes Justifciation.