Articles
The new rules of successful salespeople How to move beyond selling features and benefits The sales process has morphed and changed over the past decade as customer focus and buyer needs became necessary parts of the sale. What used to be ‘the perfect product’ has become ‘a solution that fits’, since at the core of every close is the prospect’s need. Successful salespeople have adapted their trade to suit the changing buyer environment. These are their new rules of selling. Close More Sales The best salespeople don’t use special closing techniques at all. They simply focus on understanding their customer’s business and helping them achieve THEIR desired outcomes. Instead of talking about whatever product or service it is they sell, closers ask questions. They focus on the prospect’s issues and the gaps that need to be filled. Follow these guidelines and watch your numbers grow! The Best Advice I Ever Received Advice. We all need it, but we are often so bad at following it. And yet, a great piece of advice can change the path you are on and lead you to take a better one. It happens all the time as the stories that follow illustrate. We asked some of South Africa’s sales leaders about the best piece of advice they have ever received. These are their responses.