With so much mediocrity about, you can stand out if you improve the way that you sell, argues Robert Craven.
This article, in a nutshell:
- Is for those of you who find selling difficult (your problem/issue/hurt)
- Will show you how to make more sales which will increase your profits and cash-flow (the real benefit).
Real fact one: If your customers are not listening it is not their fault! It is your fault; you are not communicating in a way that they can hear your message.
Real fact two: You sales presentations/offers and so forth are probably all wrong.
I expect that several years ago you attended a sales course or read some books that told you how to present yourself. Most people attended a similar course so most presentations follow a familiar pattern. More importantly, that pattern is all wrong: it is dull and familiar and crucially it does not get you results.
A quick example: A consultant visits us and his typical, boring, predictable, mind-numbing presentation goes:
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