Jill Konrath is the author of bestselling books on selling. This time she comes with a reflection on 7 paradoxical sales principles that are necessary for long-term success.
- To sell more, stop selling. Indeed, when people feel that you are trying to sell them something, they will automatically go into defense. Therefore, focus on how to help them in their own pursuings.
- To speed up the sales cycle, slow down. The faster you push for closing the sale, the more resistance you encounter. If the customer feels that you're trying to help him make the right decision, they usually respond quicker.
- To facilitate decision-making, offer fewer options. The more complex decision the customer has to do, the less likely they will do it. Simplicity is good.
- To look naturally, prepare like crazy. Today's customers are demanding and good preparation is all important.
- To get bigger orders, start small. Major decisions are complex and costly, and require a complicated approval process. If you start on a small scale to prove your qualities, it will be much easier to grow.
- To speed up your learning curve, don't be afraid to fail. Mistakes cannot be avoided. In selling, however, there is no failure, only many opportunities for experiments, learning and personal growth.
- To differentiate your offer, become the differentiator. This is the main novelty of present selling. Product is in the second place. The first are your skills and what difference you represent for the customer. Therefore, invest in yourself.
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