Knowing the answer and proving you are smart can be very fulfilling. Unfortunately, the same habits that allowed us to receive kudos in school may not be nearly as beneficial on a sales call. Most salespeople are too quick to dispense information, proposals, or the well rehearsed demonstration.

It feels good to know everything about your product or service, but that information should only be used to help you formulate your questions. Good questions will lead you to your prospect’s Pain…when you have them emotional enough, you can get a contract, or good commitment. Great salespeople never give demonstrations or proposals until they already know the prospect has committed to buy, or at least make a decision.

Learning to master this difficult skill will mean changing habits you have had your entire life. Remember, “No Demos or Proposals without a Commitment”. Think about this before your next sales call, or ask for help from Sales Concepts at 440-575-7000.

P.S. Attention Sales Managers and Business Owners! In response to overwhelming demand SCI will be hosting a Sales Management Kickoff event on December 15th. The full day of new sales management material will be followed by 11 half day sessions spread over the next year. Please call for details.

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