There are 3 essential steps to massively succeed in the competitive game of selling. Adopt and develop these steps as your guiding blueprint to sales success and I guarantee that you will achieve world class performance. You will be the best in your category. You will be the ultimate sales machine.
These 3 steps are:
Step 1 is CONNECT. Sales winners have a different way to link clients, products, and solutions.
Step 2 is CONVINCE. Sales winners do a better job of differentiating, demonstrating a clear return on investment and preemptively removing the clients’ perceived risks.
Step 3 is COLLABORATE. Sales winners educate with new ideas and perspectives and set shared goals. They invest in their clients’ total success, and create a customer perception of working as their trusted advisor and as a committed partner.
Here are 10 actions guaranteed for you to totally dominate your marketplace (practice these actions and you will be in the Top 2% of your market – period!):
You focus on EDUCATING your clients and prospects with new ideas or perspectives. You focus on education, not on selling.
- You COLLABORATE with every client. You are their trusted advisor.
- You persuade your clients that they will achieve RESULTS.
- You actively LISTEN to your clients.
- You clearly display that you UNDERSTAND the client’s needs.
- You help your clients avoid POTENTIAL DIFFICULTIES.
- You craft COMPELLING SOLUTIONS for every client.
- You accurately and clearly illustrate the PURCHASING PROCESS.
- You connect with the client in a PERSONAL way.
- You demonstrate that the overall VALUE offered by your company is superior to other options.
Sales winners sell radically different than second-place finishers. These actions and behaviours describe the strategy of preeminence, the ultimate way to succeed at selling and marketing.
John Lloyd is a business growth strategist, award-winning marketer, speaker, trainer, columnist and author of the book Smart Thinking for Crazy Times.
Visit John at www.brandstorm.co.za and subscribe to his free newsletter.
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