“Yeah, I Know That”

 Veteran sales people often ask me for ideas on advanced sales training and I am usually at a loss for words (difficult to believe, I know!). Certainly, there are new technologies and platforms and the tidal wave of social networks opportunities have changed the sales world and given sellers new ways to prospect, connect, and sell. However, even though today’s business world is more competitive and buyers are more sophisticated than ever, the fundamental rules of selling still apply.

 

When someone talks about the importance of asking prospects high-quality questions or that you need to differentiate yourself from your competition or that it is essential to focus your sales presentation on your prospect’s situation, it’s easy to say, “Yeah, I know that.” The challenge is to question how effectively you implement that concept or strategy into your approach or routine.

 

This may sound easy but too many people look for a silver bullet cure. Instead of looking for that next quick-fix answer that will solve your problems focus on applying the fundamentals. If you catch yourself saying, “I already know that” ask if you consistently apply that idea. Chances are you could improve.

 

Kelley Robertson helps sales professionals reach their sales quotas and targets in any economy. Receive a FREE copy of 100 Ways to Increase Your Sales by subscribing to his free newsletter available at www.Fearless-Selling.ca. For information on his programs contact him at 905-633-7750 or by email.

Comments

[Canada Goose UK]

I think she just wants to be the Asian Ann Coulter.

[Anup Mody]

Yeah, consistent execution of fundamentals will improve results. But there are advanced competencies that sales pros ought to develop. For example, Business Acumen, which will enable sales people to execute the fundamental skill of Questioning more effectively.
Better business acumen helps the sales person to uncover their clients' business challenges/issues.