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Casual Articles - Developing Sales Discipline: Here's What It Means To You!
An organization might not have been in the business for many long years, but if it has started off by investing in building a brand identity with a good logo design, the word "success" is not far away from it. Most business vent
That “meaning” phrase is crucial, not only because it prepares the client to hear the benefit. It is a prompt to the seller himself, to ALWAYS SELL THE BENEFIT after he has mentioned a feature.
This is sales disciplin
It happens. You get all pumped up to look for a new job, get your resume and cover letter all spruced up and then…nothing. How do you put the excitement back in your job search?Remember Why You’re Job Hunting
My take on it: It comes down to about 80% discipline, and 20% skill.
Some people took umbrage with my view, probably because they want to glorify this fine occupation of ours, making it seem difficult, and therefore somehow more professional.
But the real difficulty is summoning the discipline to do what has already been proven, in millions upon millions of transactions, over many decades, to get buyers to buy.
For instance, it’s well known that smart practitioners sell benefits and not features, alone.
The car salesman doesn’t simply push a hybrid because it consists of two styles of propulsion under the hood. He talks about its overall economy and efficiency, which during the course of ownership will add up to big bucks, especially as gas prices soar.
That salesperson has learned to say: “This is a hybrid, AND HERE’S WHAT IT MEANS TO YOU.
That “meaning” phrase is crucial, not only because it prepares the client to hear the benefit. It is a prompt to the seller himself, to ALWAYS SELL THE BENEFIT after he has mentioned a feature.
This is sales disciplin
In a traditional organization, the role of purchasing is to simply purchase and the means was to negotiate and to have a confrontational attitude with the vendors. This led to the concept of ‘buying power’ of organizations into
But the real difficulty is summoning the discipline to do what has already been proven, in millions upon millions of transactions, over many decades, to get buyers to buy.
For instance, it’s well known that smart practitioners sell benefits and not features, alone.
The car salesman doesn’t simply push a hybrid because it consists of two styles of propulsion under the hood. He talks about its overall economy and efficiency, which during the course of ownership will add up to big bucks, especially as gas prices soar.
That salesperson has learned to say: “This is a hybrid, AND HERE’S WHAT IT MEANS TO YOU.
That “meaning” phrase is crucial, not only because it prepares the client to hear the benefit. It is a prompt to the seller himself, to ALWAYS SELL THE BENEFIT after he has mentioned a feature.
This is sales disciplin
Have you always dreamed of owning your own business, having the time and money to visit exotic locations and being able to fly first class? How about starting your own air courier service?If you love traveling, live in or
For instance, it’s well known that smart practitioners sell benefits and not features, alone.
The car salesman doesn’t simply push a hybrid because it consists of two styles of propulsion under the hood. He talks about its overall economy and efficiency, which during the course of ownership will add up to big bucks, especially as gas prices soar.
That salesperson has learned to say: “This is a hybrid, AND HERE’S WHAT IT MEANS TO YOU.
That “meaning” phrase is crucial, not only because it prepares the client to hear the benefit. It is a prompt to the seller himself, to ALWAYS SELL THE BENEFIT after he has mentioned a feature.
This is sales disciplin
You’ve had a great idea, a winning idea. It’s been a hobby or a mission of yours for years and you’ve finally got the money and time to start your own business. Or you’ve been in business for some time and you are noticing tha
That salesperson has learned to say: “This is a hybrid, AND HERE’S WHAT IT MEANS TO YOU.
That “meaning” phrase is crucial, not only because it prepares the client to hear the benefit. It is a prompt to the seller himself, to ALWAYS SELL THE BENEFIT after he has mentioned a feature.
This is sales disciplin
Writing and submitting press releases isn't the same as writing and submitting articles about your business. Press releases have a much greater degree of credibility among hard copy publications and major current affairs orienta
That “meaning” phrase is crucial, not only because it prepares the client to hear the benefit. It is a prompt to the seller himself, to ALWAYS SELL THE BENEFIT after he has mentioned a feature.
This is sales discipline at work. It isn’t something we do some of the time: We must do it all of the time.
Likewise, the ABC’s of selling, as you’ve probably heard, are translated as follows: Always Be Closing.
There should be no such thing as a sales talk that isn’t driven to a close, or an objection that is countered that isn’t followed by a close.
You have to ask for the sale; that’s basic, and once may not be enough.
What makes you ask, over and again?
You’ve got it: discipline.
Remind your salespeople about its importance, and if you sell on your own, keep selling yourself on what discipline means to you!
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