Do you know of two words that can make you sell more? Sales strategist and blogger Lee B. Salz does. In a blog post for Sales Gravy, Salz discusses two words that he calls “powerful,” writing that “they are guaranteed to drive your revenue and income.” Intrigued yet? He adds that these words should not be said to a prospect, but should form the base of your selling strategy. He writes, “in my travels working with thousands of sales professionals, I’ve found a common thread in those who are tremendously successful. That thread comes down to two words on which they base their entire sales career.”
While he makes some pretty bold statements about the power of these two words, he does back them up with clear explanations of how they should fit into your sales method. I’ve included the first word, as well as an excerpt of his reasoning as to why the word is so important. Click here to read his article in its entirety.
Synergy is the process by which matches between the needs of a prospect and the capabilities of the supplier are identified. Synergy means you are crafting a solution, not pitching wares. Synergy means you understand the buying players as individuals, not just their company. Keep in mind that, to date, a company has never bought anything…people do.
Friday, Oct 30, 2009
Jessica Helinski