Why you can't sell and what to do about it
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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