One of the greatest points of distinction between top sales performers and everyone else is average sale size. Great salespeople typically make much larger sales than the rest of the team -- often by a factor of four to 10 times that of the typical salesperson.
But how is this possible when Salesperson A and Salesperson B are selling the same product or service? The answer is that their approaches to selling are completely different.
Here are the five secrets that top performers use to make larger sales:
1. Sell at the highest possible level. Most salespeople sell to lower-level buyers simply because they are more comfortable calling these types of prospects. However, this approach also leads to lower-level results. Prospects lower down the food chain may be willing to hear what you have to say, but they often don’t have the authority to actually make a decision -- especially on a big purchase. It’s time to start selling at the highest possible levels.
Related: The One Reason Why Job Interviews and Sales Calls Fail
2. Sell solutions -- not products or services: If you think that people buy your product or service, then you are missing the point of sales. Your prospects are actually buying a solution or result when they purchase from you. read more here