Sales Technique – Do you give too much information?
Some of my team were asking me to do a training on sales techniques. They have lots of prospects and can’t seem to close them.
One of the lessons I’ve learned over the years from sales is that there are 2 big mistakes we make.
1. We give out too much information.
2. We don’t ask for the sale.
I know many of you reading this blog are the analytical types like me. The alpha types don’t have time to read this blog 
When you’re an analytical person you like to have a lot of information. BUT that’s only about 14% of the population. That means 86% of people need less information than you to make a decision.
Big Al says that stuff is “training” that happens after they sign up to be on your team. You only need to give them enough information to make a decision then ask for that sale. Worst case scenario they ask for more information, right? Or say no. And saying no is a great thing. Because now you know you can move on to the next person.
Which leads me to my next point.
If you have a lot of prospects you can’t close, it’s probably because you haven’t asked for the sale. You need to ask for the sale so you can weed out the interested people from those that aren’t interested.
Right now I only have about 5 people on the fence and ALL 5 have committed to joining me.That’s out of dozens of prospects. I don’t have a lot of people who can’t make a decision.
Why? Because I asked for the sale. I wanted to know if they were serious about joining me or not. Nothing personal but i only have so much time and I need to know who is interested and who isn’t. If they aren’t interested I need to move on to the next person. Someone telling me NO is just as good as someone who tells me YES. The worst thing I can have is someone who can’t make a decision.
If you learn to master these two simple skills then you’ll find you’re closing a lot more sales and spending a lot less time on the people who aren’t going to make a decision.
What do you think? Do you have some sales techniques that work well for you?
- Ben Fitts
The custom card guy
Hi Ben,
after 25 years in sales I’d have to agree that many sales people do not ask for the order and many just talk TOOOO long. I’ve seen many a sales person go on and on and on when it’s obvious to me that the prospect has switched off long ago.
Greg