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Thought(s) for the Week & Sales 101

Posted on January 8, 2012 under Sales 101, Thoughts for the Week.



 
 
Sales 101:  Who’s the competition?
 
Okay all you professional sales people out there, who is your competition? 
 
What do you think?  Company A?  Company B? 
 
WRONG!!!!
 
Your real competition is the status quo.
 
Always remember, unless you can get people to change what they are currently doing  i.e. get them to change their habits, your chances of you earning their business are slim and none.
 
People don’t need to change what they are currrently doing.  Why?  Because what they are currently doing makes perfect sense to them.  How do you know?   Because whatever it is, they are still doing it.
 
Most sales people are not confident enough (or smart enough?) to ask questions that challenge the status quo.  Instead the jump right into their product benefit regurgitation.
 
“Tell me Mr. Jones, why are you still with Company ABCD?” is an example of a status quo challenging question.
 
Keep in mind, the answer to every question you never ask is always going to be ‘no’.
 
In order to improve your results you need to start  selling differently ‘today than you did yesterday.’ 

 
Thanks for being here, smile a lot, and never forget that you alone are responsible for your own self esteem.
 

Craig McConnell, President, PrintGrowPro/SalesGrowPro

www.printgrowpro.com

“Great selling is a process artfully done.”

Follow me on Twitter – http://twitter.com/printgrowpro

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