7 Paradoxical Sales Principles – By Jill Konrath
1. To win more sales, stop selling.
When people feel like they’re being sold, they react negatively and put up barriers. Focus on helping your prospects achieve their business, professional and personal objectives – not making a sale.
2. To speed up your sales cycle, slow down.
The more quickly you push to a close, the higher resistance you encounter. Go one step at a time. When your prospects know you want to help them make the right decision, not a rash one, the process moves faster.
3. To make decisions easier, offer fewer options.
When you increase the complexity of the decision, you decrease the likelihood of winning the sale. To help your prospects move forward, give them less to choose from. Keep it simple – always.
4. To be more natural, prepare like crazy.
Today’s customers suffer no fools. If you’re not ready with the right message, questions or presentation, you’ll stumble or be stilted in your meeting. When you do prepare, you can be your best self.
5. To get bigger contracts, start smaller.
When you pursue the “whole shebang”, decisions are more complex and costly, making it much tougher to get approval. Reduce the risk by starting small and proving your capabilities. Then, it’s easy to grow.
6. To speed up your learning curve, fail fast.
It’s inevitable that you’ll make mistakes. So don’t wait till you’ve figured out the “perfect pitch” before moving forward. In sales, there is no failure – just lots of opportunities for experimentation, learning and growth.
7. To differentiate your offering, become the differentiator.
That’s the biggest reality in today’s market. Your products, services or solution are secondary to your knowledge, expertise and the difference you make for your customers. Invest time in yourself.
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Jill Konrath, sales strategist and bestselling author of Selling to Big Companies and SNAP Selling, is a frequent speaker at annual sales meetings, kick-off events and professional conferences. Jill is a recognized as one of the premier sales & marketing Thought Leaders, and in 2012 she was honored by being made a member of Top Sales World’s Sales & Marketing Hall of Fame.
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On December 21st, I published a guest post from my friend Dave Brock entitled “Making A Difference In 2013: Help 1000’s Get Access To Clean Water!” I hope you’ll take a moment to reread it: http://www.sellingfearlessly.com/2012/12/21/making-a-difference-in-2013-help-1000′s-get-access-to-clean-water-by-david-brock/ I know you’re inundated by charity requests this time of year, but I hope you’ll pay attention to this one, even if it’s only for a few dollars, because it’s a great cause and it means a lot to a terrific guy–Dave Brock. Here’s a post Dave put up recently on his site; I hope you’ll take a moment to read it, too: http://partnersinexcellenceblog.com/thinking-of-others-water-changes-everything/ Again, even if it’s only a few dollars–it’ll mean a lot!Posted by Robert Terson | 2 comments