“Sell me this pen” has become a well-known phrase, where salespeople are challenged to close a deal without having any details about the pen or the buyer. Being successful in sales requires a combination of competencies, skills and a lot of learning-by-doing it! In addition to that, I fully embrace the following points:
. Be honest and authentic: human decisions and relationships are based on trust
. Fully understand what the other side desires: it’s not by chance that we have two ears and one mouth
. Three ways to bring value: your customers will increase their revenue, will reduce their costs or will improve their customer experience
. Don’t have a winner-takes-it-all approach: make it feel like both sides walk away as winners
What other points do you embrace and apply when working with sales?