The secret to doubling your sales is what I call the simple truth of selling. Selling is not about show and tell, where you regurgitate all of your features and benefits hoping that one of your points will motivate a customer to buy.
Rather, the simple truth is simply asking the customer about the results (outcomes) he is looking for. Clarifying her answers to make sure what she is saying is similar to your impression and avoiding false assumptions. Follow that up by asking what’s at stake in terms of success if the product/service does or does not work according to spec.
Then, and only then, respond with the key features and benefits that speak to the issues the customer has just provided and close the deal.
It’s that simple. The simple truth is that people buy for their reasons, not yours. So stop making it too difficult and find out what the customer is looking for provide the right solution.
Keeping it simple will help you sell more in less time, increase your closing ratio and increase your level of satisfaction/fulfillment in your career.
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