| Are you still selling benefits? Do you want to | | | | Sales Coaching Tip: Part of your sales skills should |
| increase sales? Then consider selling sustainable | | | | always include a request from you to your |
| solutions that deliver measurable results. | | | | customers to share their experiences specific to |
| For years, sales gurus focused on selling positive | | | | your products or services in the form of a |
| benefits. This was a commendable sales skill | | | | written document. |
| approach. However, the market has changed with | | | | Within my business coaching training practice, I |
| so many companies have similar positive benefits. | | | | have customers who rave about my solutions |
| To work with this change, now is the time to | | | | from Triage Business Planning to executive |
| start selling measurable results that are directly | | | | coaching to business coaching to sales coaching. |
| tied to your sustainable solutions. | | | | These solutions are sustainable because of what |
| Sales Coaching Tip: Sustainability is a value-added | | | | my clients are willing to share. |
| concept. Lots of people sell solutions, but far | | | | Sales Coaching Tip: Consider putting together a |
| fewer sell sustainable ones. | | | | "Brag Book" of all testimonial letters that you |
| To be able to take this new sales skill approach, | | | | either leave in your waiting room and take with |
| you, as the sales professional, must know the | | | | you on sales calls. Third party words reinforce |
| results that your products or services deliver. | | | | your sustainable solutions far better than your |
| Then, you must be able to directly tie these | | | | own words. |
| results back to your potential customers also | | | | As a sales professional, you should be able to |
| known as a qualified prospect. | | | | quickly determine return on investment which is a |
| Sales Coaching Tip: When you change how you | | | | sustainable solution depending upon your target |
| think about things, the actions you take will | | | | market. Actually, I have several that I can use |
| change as well. Does not potential customer | | | | because I have done the research as to |
| sound a whole lot better than qualified prospect? | | | | productivity and time management. |
| Would your actions be different by thinking | | | | If you wish to increase sales, then begin to |
| differently? | | | | demonstrate sustainable solutions to your potential |
| At this time, all of those testimonials that you | | | | customers (qualified prospects). Take the time to |
| have collected now come into play. You do have | | | | refocus your marketing messages and watch |
| those accolades from your customers, don't you? | | | | your sales results explode. |