Sales training ideas – Selling the right way.

I just got something in the mail from IBM, it said: STOP selling what you have. START selling what they need.

Hm, that should go without saying.

Okay, most salespeople should know to say what someone needs as opposed to shoving somwthing down someone’s throat, but I guess a lot don’t, and IBM put it in pretty simple terms. You want to focus on what the prospect wants and how you can help. Put that person ahead of you and your commission. In other words, if you take care of your prospects and customers, your paycheck will take care of itself. It’s almost like the old proverb about chasing happiness. If you chase it, it eludes you, but if you partake in the activities that make you happy and simply get busy living, happiness will follow.

Bottom line: In order to sell more and make a ton of money, focus on the prospect’s needs and not on the money. If you chase the needs of the prospect, the money will chase after you.

John Chapin   www.completeselling.com