By Alice Permigiani
Let’s face it: Whether you’re a novice or veteran, corralling consistent sales every month is hard. Many distractions exist that succeed at pulling you off course, making it difficult to achieve the sales you want. Here are a few words of wisdom from some famous thinkers to inspire you to re-establish your focus on selling.
Learn and Listen
“First learn the meaning of what you say, and then speak.” – Epictetus, Greek philosopher.
It sounds like an elementary piece of advice, but how many times have you headed out on a sales call armed with only a glimmer of knowledge about the needs of the company you’re visiting? Or maybe you absorbed only half the details of a new product presented at a recent sales meeting.
How can you effectively present your company’s solutions to customers if you’re not completely clear and confident about every detail, feature or benefit? Take time to study and learn your products and determine exactly how they fulfill your prospects’ needs. Now you’re prepared for your sales presentation
“Would you persuade, speak of interest, not of reason.” – Benjamin Franklin, statesman, scientist and philosopher.
Merely stating reasons to buy your product is a mediocre attempt to convince a prospect to buy. “My product will help save you energy because it opens and closes super fast.” That’s boring. Tell your prospects something they haven’t already heard time after time. Persuade them to participate in a discussion about their application and exact needs.
For example, ask your customer to tell you about the problems they’ve been experiencing with their commercial door and what features they desire. After a thorough discussion about what they need and want, you will have the information you need to engage their interest.
Make Them Laugh
“Once you get people laughing, they're listening and you can tell them almost anything.” –Herbert Gardner playwright and cartoonist.
Laughter is a universal language. When you make someone chuckle, he’ll keep listening, hoping to hear more. That’s the moment when you captivate your prospects with your knowledge about your products and why they need them. They’ll listen more closely to what you’re saying after you’ve taken the time to listen, learn and laugh with them.
When you’re in the field promoting your company’s products and services, remember these simple words of wisdom: Learn, then speak. Create interest, not just a reason. And make them laugh. It’s a simple recipe for sales success.
Alice Permigiani is the marketing director for Hörmann Flexon LLC, a global manufacturer of commercial doors and building components. For more information, call 800.365.3667; visit www.hormann-flexon.com.