Sales The traditional salesperson says, “I have something to sell you.”
The successful salesperson says, “How can I help you?”
The traditional salesperson says, “You have to buy TODAY to get this price.”
The successful salesperson says, “Today might not be the best time to buy.”
The traditional salesperson says, “My product is perfect for you.”
The successful salesperson says, “Maybe we’re not the right fit for you. Can I ask a few questions to find out?”
The traditional salesperson says, “What do I have to do to close this sale?”
The successful salesperson says, “Making change is hard; are you ready for that?”
The traditional salesperson says, “(Feature)(Benefit)(Feature)(Benefit).”
The successful salesperson says, “We’ve experienced a similar situation with Company ABC, and here’s what they did.”
The traditional salesperson says, “I can probably trim a little off that number.”
The successful salesperson says, “Is price your only reason for buying?”
The traditional salesperson says, “Sounds good. I’ll send over a proposal.”
The successful salesperson says, “Let’s pretend I send over a proposal and it addresses everything we’ve talked about and falls within the budget we’ve discussed? Would you be ready to get started?”
The traditional salesperson says, “I’ll give you a call next week to follow up.”
The successful salesperson says, “When I call you next Thursday at 2:00, and you’re not available, what should I do then?”
The traditional salesperson says, “So, how about this weather, huh?”
The successful salesperson says, “At the end of this meeting, there will be a decision to make: either it’s a YES and we get started; it’s a NO and we move on; or it’s a clear next step, and we decide what that looks like.”
The traditional salesperson talks more.
The successful salesperson talks less.
Which one are you?
Do you want to move from a TRADITIONAL salesperson to a SUCCESSFUL one? Give us a call at 330-929-9449 or shoot an email to therubygroup@sandler.com.
