The most common request for help in a business that I get is 'help me get more sales'
It might even beat the request of 'do you know a good bookkeeper' or 'a good CPA that actually communicates'...
The two biggest gaps that I see in this 'get me more sales' area are:
- There is no passive online marketing machine (i.e. getting the phone to ring without having to spend time on social media)
- The sales method that is used is not based in science
Let's talk about the last one: How do you sell, and what sales method is the best?
I have given sales trainings at many workshops, it is always a popular topic. And for a long time the materials that I used were a collection of techniques taught by the big names: Zig Ziglar, Tom Hopkins, Brian Tracy, Brad Sugars, and so on. Results were decent although mixed. What works well for one company does not seem to work as well with another, and of course, individual results varied per sales rep.
Nothing unusual right? Some sales reps want it more than others they say. Selling is an art...
Ho. Stop there.
Turns out sales has been researched using the actual scientific method. And it his been worked out why sometimes the high and soft pressure techniques advocated by the sales gurus works really well, and sometimes not at all.
The answer is, the only scientifically proven sales method is 'SPIN' selling. And that is what I now implement at my clients.
Darn, it works!
If you don't know what SPIN selling is, contact me...
Rene