Sales Skills Tune-Up

Let’s say you’re awake, walking and talking, but you’re not quite on your game.

We’ve all felt this way. You need something to get you at your peak right out the chute.

Any professional athlete does the same. Their warm-up may take ten minutes or an hour, but they are acutely aware that their success is on the line every time the game starts.

The profession of selling is no different.

So, how much warm-up is enough?

Great thinkers have said that if you spend too much time warming up, you’ll miss the race. But don’t warm up at all and you may not finish the race. I agree.

In selling the purpose of a warm-up is to clear your mind and sharpen your focus on your tools and on the customer. You don’t need an overhaul, just a fast tune-up.

The following points should give you all you need to jump-start your day and in shape to make the most of every opportunity.

First read over the following points for 10 minutes at the beginning of your day. Then set aside one minute to look them over as a quick reminder just before your sales

presentation. I think you’ll notice some dramatic improvements, instantly.


1. Just Show up. It’s the first law of selling. All other steps in the sales process hinge on this first one.

2. Capture Attention and Excite Imagination. Show them something new. Something that you’re excited about and will get them curious about a future that gives them more than they expected.

3. Don’t Assume Anything. You’re always better off assuming that you know nothing about the clients needs. This forces you to listen and find out.

4. Find their pain. In most cases, you’re selling hope. Many have given up on the fact that anything can be done (about their pain). Tell a story. Let them know they’re not alone. Then show them how others have been helped with what you’re offering.

5.  Objections are closing opportunities. Many times, objections are red herrings and not the real problem. Your job is to: Listen, learn, clarify, reaffirm and help.

For example: You know how they feel, and know others that have felt that same way. Find out how important the objection is to them. Is it a deal-killer, or an incidental? Ask, “What would you like me to do about that?” Often it’s something that can be handled easily. Then ask, “If I can get that (the objection) handled, are you prepared to move ahead with the proposal?”

6.  Logic makes people think, emotion makes people act. Remember that emotion is the secret weapon that all successful sales people use. The most effective way of engaging them emotionally is to tell as story.

Remember: Facts tell, stories sell.

7.  People only buy a benefit. If they don’t see the personal benefit for themselves, all manner of difficulties will develop. The light bulb of recognition will be evident when they see the benefit for themselves. When you see it, simply close the deal with, “Let’s get you started so you can get the results you’ve hoped for.”

8.  Close one step at a time.
You only run into sales resistance when you skip a step in the sales process. When you see this happening, go back up to when they were doing well, and find out what they didn’t understand or what they disagree with. Handle it and come forward. It’s like walking up a set of stairs. The final step (the close) is easy to take if you’ve comfortably taken each step before it.

9. Know when to stop selling.
When the sale is closed, stop selling. This is the most common mistake salespeople make. Any further selling after this point has been reached will backfire on you and build up resistance that wasn’t there to begin with. How do you know when the sale is closed? When they really see the benefit personally of what you’re offering.

10.  Handle the paperwork.
Many sales are lost because of poor handling of the paperwork. Be prepared. Have all your paperwork with you and within arms length. Know exactly where it is and how to execute a contract. Even if it’s just a preliminary agreement, get something in writing.

If you consider the paperwork close just as important as the selling close you won’t be far off. Approach this step as carefully and thoroughly as you would any one of the steps in the sales process.

Review each of the 10 points before your next appointment and see what happens. I think you’ll be happily surprised at the results.

daniel w. jacobs
(c) 2010-2030, all rights reserved


5 Responses to “Sales Skills Tune-Up”

  1. “People buy emotionally and justify it logically.”
    would like examples of emotion by emotion purchases like home or book or education


  2. It’s not just an opinion that people buy emotionally and justify it logically, it’s a natural law of human nature. Attention monitors thinking; thinking monitors emotions; emotions monitor actions. Always. No matter how subtle or hidden, emotions monitor motions people take (or don’t take). Logic makes people think. Emotions make people act.

  3. would like to see your book on amazon.

    Thanks for excellent blog

  4. Yes, the book is a collection of all the writings on this blog. It is currently in the midst of a final edit in preparation for publication. It will be available first as an eBook and then in hard cover. I’m happy you like it. Dan

  5. hope the ebook is ready
    look forward to it

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