Quit Being a Salesperson

Many sales are lost because of "sales." To be successful in this
profession requires listening to the customer. Unfortunately as
salespeople, we often hear so many different things that we feel the
need to provide solutions for all of their problems. When this happens,
sales professionals can overwhelm the customer, causing them to become
confused, and, ultimately, losing any sale.




For the salesperson, it all begins when Marketing comes out with what
they perceive as the greatest new product or service to hit the market.
Marketing will proclaim that their latest creation will solve all of
the problems any customer has or could possible ever have. They
continue to lay it on with an assortment of product characteristics all
matched to whatever issues the customer has.




Meanwhile, attentive salespeople absorb this information and
subconsciously begin to look for ways to apply everything Marketing has
proclaimed. It's only natural for sales professionals to believe the
information and to assume that it applies to everyone. Once they adapt
this mindset, one of the biggest "quiet mistakes" in Sales occurs. It's
not an error made in front of a customer such as misquoting a price or
missing a key date. Rather, it's a "quiet mistake" because it happens
long before a sales call, and, therefore, becomes hard to see how it
could result in a lost sales.




Anytime a salesperson is dealing with a customer, patience must be
exhibited to not only find out what their needs are, but also to
discover which particular need best matches what is being offered.
Unfortunately, salespeople often do not take the time to validate the
needs they hear. Instead, they treat all of the needs as being equal,
remember what Marketing has told them, and begin to think they've come
across the perfect customer for their product/service. This is where
many sales are lost because the salesperson does not narrow their
focus. Therefore, it is critical for sales professionals to think
"sale", not "sales."




Top performing salespeople are confident of their skills and their
ability to close a sale. They focus on helping the customer fulfill
their primary need. Average salespeople, on the other hand, attempt to
satisfy numerous needs and in so doing, end up losing the sales by
overwhelming the customer.




The key to being a successful salesperson is to focus on selling to the
primary need of the customer, not on multiple needs. This will result
in a higher closing percentage and, in the long-run, allow you the
opportunity to continue the relationship by helping the customer solve
the other issues they have identified.

About The Author

Mark Hunter, "The Sales Hunter", is a sales
expert who speaks to thousands each year on how to increase their sales
profitability. For more information or to receive a free weekly sales
tip via email, contact "The Sales Hunter" at http://www.TheSalesHunter.com


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Distributed by Hasan Shrek, independence blogger. Also run online business , matrix, internet marketing solution , online store script .
Beside he is writing some others blogs for notebook computer , computer training , computer software and personal computer
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