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Sales Training Tips:

Sales Training Classes - Increasing Sales: How 3 Plus 5 Equals 10

The goal to increase sales is ever present for crazy busy sales people to even those who sit in C-Suites. Yet a science lesson may help to show that three plus five goes beyond eight and actually equals 10.

Years ago I heard a story about two Draft horses entered into a county fair. Individually each horse was able to pull around 1,000 pounds, but collectively they were able to pull over 2,500 pounds.

This application of the science of physics has demonstrated that one plus one can exceed two. In selling, this could be considered the new math. Now to be fair, it is not necessarily new as it has always been there, but it was hidden because of the continued emphasis on selling instead of on buying.

Just image what would happen if all those crazy busy sales people, small business owners, entrepreneurs and even C suite executives would focus on these three buying rules and these 5 sales objections buckets?

Three Buying Rules
People buy from people they know and trust.
People buy first on emotion then justify it with logic.
People buy on value unique to them
Five Sales Objections Buckets
You
Your company
Your products or services
Your price
Your delivery

By taking this approach three plus five exceeds eight and truly is a 10 that being the goal to increase sales.

The last couple of months I have been investing a lot of time listening to my clients, observing others and expanding my readings as to the why behind the buying decision. For as my wise father who was a professional salesman told me years ago and others have also echoed these or similar words:

No sale happens until someone (your prospect or potential customer) makes a decision to buy.

If we apply logic to this information, then this suggests the focus should be on the buyer and not the seller. Yet most sales training coaching program focus on the behaviors of the seller and truly do not look to the thought processes (the why behind the decision making process to buy) of the buyer.

This is why understanding the psychographics within the marketing plan are probably far more important than the demographics. You may have all the right demographics (age, gender, geographic location, income, etc.), but until you understand the "Why" behind the buying decision process you still will not increase sales and have wasted a lot of precious resources in those efforts to sell more.

Sales Training Coaching Tip:

Understanding the "Why" allows you to sell smarter not harder unless you enjoy being crazy busy.

Now I am only a simple Swede without all the national credibility of other top sales experts. However, I truly believe selling is far more about creating an environment of buying and that begins with the number one buying rule:

People buy from people they know and trust.
Of course some will include the word like within the previous statement. However, I have witnessed people buying from people they do not necessarily like meaning for me they would invite them for dinner. Sales Training Coaching Tip: Again it all goes back to the words you use and your own meanings within each of those words.

By embracing this first buying rule, the salesperson can become the buying partner of the prospect or potential customer. This role goes beyond being an assistant to the that individual because he or she continues after the sales is delivered and implies a long term relationship (think customer loyalty and repeat business) until one of those involve decides to terminate the partnership.

Yes three plus five can equal 10. The only challenge you have is to understand what is behind these numbers and adjust your behaviors and sales process to work with them instead of against them so you can truly be the Red Jacket in a sea of gray suits.

Source: Leanne Hoagland-Smith link

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