In sales telling stories can be a useful teaching tool. It considers getting your story through to the customer that emotionally can be touched to make a decision to buy from you. I have recently joined a workshop that a participant shared a story about experience he had at big-box TV store. He had no intentions in buying a flat screen TV but went to find some background information about flat screen TV's. He went to inform him self about the flat screen TV's and when time was there to buy he would make a correct decision. He wanted to buy online and not at the store.
The sales person greeted our participant at the door right away. The sales person was explaining what the features and benefits are of the wide screen TV's. It was out of the question that the sales person came up with the question why our participant was visiting the store. Also he did not mention if the participant have visited the store before. Sales person asked him "How can I help you?". It is easy to get all the information he needed from the sales person about the wide screen TV's. The information was so useful that the participant would get a good deal online. But the sales person did not get the chance to sell any wide screen TV to the participant.
This happens often, the salesmen give their time and best shot to convince customers to give them a good deal that they can not refuse. They offer their valuable time, energy most of all resources to the customers hoping that this will work. The myth is that sales persons think "If I network enough and I call to get more prospects, if I give enough information about my product, if I find out if enough people need my products I offer for their business, and if I might proceed to make enough cold calls, then I'll will succeed".
The numbers game requires lot of work this means that you can go for numbers but this will waste your time, money and energy. If you ever heard about Sandler System then you know it is about working smarter and not working harder. Do not become a puppet on a string sales person. Feel for the prospects especially when they need to statisfy their need. If you ask the right questions and use the proper methods to uncover the needs they got you are on the right path. They got a desire and that is deep rooted. The solution is in your hand to provide the propects the suitable products they need. If you own the right techniques you will succeed rather than getting stressed and reducing the time you have work.
There were also another participant is Sandler sales program. He followed a phone prospecting system. When this guy left messages a small amount of people returned calls. This is not strange. This guy enrolled the advanced training program he made a clear statement of the results he had. Check out below what he found.
After enrolling the first year of the Sandler sales system, selling machines went 5% down. Regardless of that his personal sales went 28.6% upwards. He was used to work for a straight commission and his own income increased equally. This means that his income amount increased from $93,000 up to $119,598. He learned how to leave an effective voicemail message behind. This encouraged some of his prospects to call back. This worked regarding to the results. Throughout the training program he succeed to increase his own income amount to $158,228. How come? Because of the training he became more sales savvy and got to increase 70% of his commissions. You need to uncover prospects deep desires, needs and pain to become more successful in sales.
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