To Increase Sales May Require A Brain Correction

To increase sales may mean a brain correction in how a salesperson approaches today’s potential customers (a.k.a. qualified prospects). On Thursday, May 27, 2010, I attended a Webinar sponsored by Med Career Village where I heard Jill Konrath, author, of How to Sell to Big Companies, discuss her new book, Snap Selling.

Credit: TopNewsIn

Jill made some excellent points about “busy, crazy prospects” or buyers. These folks are the same ones identified by Michael Gerber in the E-Myth and the E-Myth Revisited only probably even busier. Sales Coaching Training Tip:  Busy crazy people are psychographics – the whys behind why people buy.

The best point she made was salespersons need to be flexible, to change their brains (think behaviors) when their qualified prospects change. I call this being ahead of the flow in my book, be the Red Jacket.

Her use of SNAP as an acronym was great as well.  When you keep your message Simple, it does sell and sells well. The human brain can only accommodate about 7 bits of information (think words). Some people can double that through the use of  “chunking.”

Of course, some sales experts may disagree with her approach because they believe in long, well crafted sales letters.  These long sales letters  may work for “unbusy” people, but my sense tells me for those higher up in the decision making process especially in larger organizations, they are not as effective as ones where simplicity rules.  Note: If you wish to learn the rest of the acronym, I suggest you buy her book, Snap Selling. And no I am not receiving any commissions. 🙂

Being flexible, open to change,  is truly a talent and one that all individuals need in today’s high pace ever evolving world. Unfortunately, most people do not know their talents and this keeps their brains working harder not smarter.

Bottom line, and that is what really counts, is to increase sales requires a reexamination of the whys (psychographics) behind the decision making process to buy your products or services.  And then understanding how your talents (think brain) work with those whys especially if they are changing.

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