In Sales Training

Image, Message, First Impression, Donald Kelly It’s interesting how we tend to overlook the fundamental things we do in sales thinking that we already know them anyway. The real question is: Are you even doing them?

Today, I’m sharing with you three basic principles that I highlighted from an experience I had while I was preparing last week for the coming of Hurricane Matthew here in Florida. I was at the grocery store to get me and my wife a 72-hour kit and some last minute things. Meanwhile, we met two young men selling coupon booklets just outside the store. I noticed some things lacking (which were actually basic) that if they had only applied these would have otherwise given them amazing results.

So I gave them some free 10-minute coaching where they put it into action and that helped them make a sale.

Three Fundamental Sales Principles You Should Implement:

  1. Open your mouth.

Making eye contact is key. But doing just that without opening your mouth and basically not doing anything about it would mean missed opportunities. It’s not about pushing something on them. It’s about giving them the opportunity to say yes or no. Don’t rob them of the opportunity to improve their business.

Give your clients the opportunity to buy.

Express to them the value of your product or service and give them the opportunity to say yes or no. Give them that power. People don’t want to get sold, but they love to buy. You get higher retention rate when people feel they’re in control and they exercise their buying power.

  1. Image is everything.

Make sure you look good. Make sure you look the part. Why?

  • It gives validity to your story.
  • It helps you build trust.
  • It enables clients to use more of their senses to help them agree with you more.
  1. Have a simple message.

Your message should be simple, has value, and that’s going to share some unconsidered need. An unconsidered need is something that the prospect may not know that your product or service can solve them.

Episode Resources:

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