It has been another great day and of course I have a great post tonight. I was watching a protege of mine recently and the main thing I saw besides all the good things was the way not only him but most sales persons complicate the sale.

Everyone wants to expound on there talking points until they have virtually talked themselves out of the sale. When a client says lets do it…that IS what he means! He does not mean tell him more about the product or services.

When this particular protege watched me work the other day we called on 4 people and with an average of approximately 15 minutes per client I sold 3 of them. Until today this particular salesperson thought it was just my unique ability…UNTIL TODAY, then I gave him his talking points and he closed the entire sale in less than 10 minutes. You have to learn to keep it SIMPLE!

This theory even extends into the paperwork. You have already done the heavy lifting and the paperwork must become a mere formality. The paperwork cannot be explained to the point that the client wants to pay more attention to the paperwork then he did towards the entire presentation. AGAIN, forget about yourself and keep it SIMPLE!

“The Specialist”