4 Simple Keys To Winning More Sales

I was going through some of my early podcast episodes and found one that will always be relevant. Here are 4 simple things we can do to WIN more sales.

1) Be Ourselves-the #1 reason why Buyers reject sales reps is lack of trust. Letting our authentic personalities shine through in every encounter is the easiest and most powerful lever we can pull. Instead of worrying what the buyer will think of you, arrive at the meeting as 'You.' 

2) Be Curious-genuinely want to know as much as you can learn about the buyer, the organization, the business issues and very importantly, what is causing those issues, what are the goals of the buyer, what happens if they do not solve those issues, what are the risks. More personally perhaps, what do they like about their job, why did they choose this line of work, and so on. This is easier in one on one meetings, of course, but in larger groups, do your best to establish a connection with each stakeholder.
The more we know, the easier is will be to connect ourselves and solution later on.

3) Genuinely Care/Be Empathetic- Tell the buyer if you have seen this before, solved this before, experienced it yourself, understand the implications. Builds greater trust and connection. Listen closely, offer insights into what similar organizations are doing. If you want to explore empathy in more depth, you can listen to our in depth interview with empathy expert and author, Dr. Helen Riess.

4)(Always)Add Value-help the Buyer with something that might be outside of your own agenda-with a new connection, a resource. Add value in every meeting in your follow up. Send an article/recent post vs. just asking for a status report/update. Differentiate and continue to be someone the Buyer can rely on.


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