Archive for May, 2013

The Common Denominator

Posted in Sales and Life on May 7, 2013 by Daniel Jacobs

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There are times when we all need a gentle reminder of what is really important. This is one of those times. And it’s been hiding in plain sight all along.

Here’s a hint: What is the common denominator of all sales activities?

As with all basic truths, the answer is simple but powerful.

Success in selling can be traced to the correct application of the natural laws of selling. But, even when known, these basic principles are sometimes not used to full advantage.

You don’t even need to know all the laws to increase your sales. Mastering even one of them can dramatically increase your sales closing ratio. Because when your sales methods and techniques are supported by these time-honored principles, you begin to harness the intensity and power of natural laws.

Here’s an example: If your purpose in selling is only to make money, you’ll run into problems. Why? Because one of the natural laws is this: attention follows attention.

So, if your attention while selling is only to relieve the stress of your money problems, don’t be surprised when the customer comes up with a problem about money. Because attention follows attention, stress creates stress, and worry generates more worry.

Bluntly, if your primary reason for selling is only for your own personal gain, you’re aiming at the wrong target.

Instead, why not align your attention and efforts to giving better service and improving value to the customer?  At least then you’ll have their agreement on what you’re trying to do.

If you ask yourself “How can I add value to my customer today?” before each sales call, your attitude will naturally adjust to the right goal.

And you’ll start hitting the bulls eye more often with far less effort.

daniel jacobs
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