20 Days to the Top by Sullivan

By Sullivan

ВЂњI've been promoting an identical simple product to an identical buyers for over 10 years. I watched your video and it became my pondering upside down!...And wager what?? i used to be my company's best revenues Performer!” --Linda Jamison, nationwide Account supervisor, Time Warner booklet staff Brian Sullivan is an award-winning salesclerk and probably the most well-liked and sought-after revenues and management running shoes. His high-energy, no-nonsense, interactive seminars at the specific promoting formulation became one of many most popular education classes in revenues. dependent round the idea that you can “Say less...while promoting more,” Sullivan teaches salespeople how one can execute the right promoting formulation in exactly 20 days. they're going to additionally methods to: --Lead their corporation in revenues --Be silly to make silly immense funds --Create a posture that draws clients --Evaluate revenues functionality after each name

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And whose opinion is most important in a sales call? Correct…the customer’s! When you are trying to get somebody happily involved in your product or service, let their thoughts and opinions—not yours—dominate the sales conversation. Limiting the number of statements you make will allow this to happen. Suburban Contrarian I began studying the Contrarian Theory in 1999. While I did believe that people have a tendency to be Contrarians, I questioned just how often it occurred. And even if it did occur, what effect did it have on my sales calls and the sales reps that I coached?

As a result, there was little connection between my specimens and me. We each had our own opinions (as trivial as the topic might have been) and those opinions were king in the backyards of Autumn Park. Because I was spreading my opinion around instead of asking their opinion first, there was a disconnection. They may very well have felt exactly as I did, but because I led with my opinion, they chose to be Contrarians. This caused a disconnection between us. Think about a sales call. Aren’t you looking for a connection between your customer and you?

I then pause for a moment in Listen Up! 45 silence and repeat that word in my mind. This exercise helps me focus on what the person is saying and forces me to listen until the very end. Then and only then am I allowed to think about what was said, work out my response, and then use the least amount of words possible to respond. This prevents me from interrupting people, and while on the job, prevents me from cutting off customers. The same technique works when I am teaching sales. My classes are interactive, and I encourage involvement.

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