Some salespeople consistently knock the ball out of the park, while others struggle to reach minimum numbers. Sales expert Marc Wayshak of the Sales Insights Lab urges you to be distinctive. Prospects notice when every salesperson has the same style. Engage your prospect in real conversation. The more your prospect converses with you, the more likely you are to close the sale. Wayshak’s lively presentation and tips are useful for anyone in sales.
Adopt a singular, individualistic approach to sales.
The first thing you should keep in mind may seem self-evident: Don’t sound like everyone else. Salespeople tend to meet a prospect and launch into their sales pitch, rattling off their goods’ or services’ characteristics and virtues. They might remember to ask a question or two, but then they go right back to blabbing and don’t let the prospect get a word in edgewise.
By the time they get to the closing question they rehearsed, these talkative salespeople have lost their prospects. The prospect might say, “I’m going to think about it,” but at that point the sale is lost. Have the courage to adopt a different approach, one that puts the prospect first.
You get no rewards for playing it safe.
In sales, safety isn’t a virtue. Most salespeople play it safe. Human beings in general are risk averse, but the most effective...
Marc Wayshak is the CEO of Marc Wayshak Sales Research & Insights and author of best-selling books on sales and leadership, including The High-Velocity Sales Organization: The Senior Executive’s Guide to Accelerating a Sales-Driven Company Culture.
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