I'm excited to re-post this blog from Larry Levine. Larry and I met about three years or was it four years ago at a National Ricoh event. Larry has been a Print4Pay Hotel member for 7 years! When I think about who I want to emulate in this industry, it is Larry! Enjoy his blog and I hope he has many more to come.
I never thought after 26 years in the crazy world sales I would be in a position to share my thoughts via social media. Oh how times have changed. The most important thing I have learned through my success and failures in sales is this...... "People buy from people".
Think about this for a moment and let it sink in.
It has always been my goal to center my complete attention around my prospective client. When salespeople make it about themselves the game is over. The more you know about your prospect the more likely you will find areas to help improve their situation.
Successes come from having pure business conversations. Lets take all the sales fluff, sales jargon and industry buzzwords out of conversations and focus on understanding what keeps our prospective client up at night.
Intelligent conversation goes a long way in getting to know someone. The more you know the more you can show how you can help. This is fairly simple. We operate in a warp-speed, instant gratification environment. It takes patience to slow down the sales process and get to know someone.
Slowing down the sales process, taking the time and effort to formulate a solid plan goes a long way to more wins than losses.
In my opinion this is what separates a true sales professional from an average salesperson.
Simple ideas to incorporate. Good luck and good selling.
About Larry Levine, I like to incorporate influential strategies to gain visibility and control of documents which leads to cost control and improved security. You can follow me on LinkedIn and Twitter.
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