Salespeople in many industries could increase their sales IF they stopped selling. As counter intuitive as sell more by selling less may sound, the best sales approach may be no sales approach at all. Instead of (or at least along with) improving small talk, sales presentations, and closing skills — work on improving product knowledge, industry news, and your customer’s needs.

Sell More by Selling Less

Know Your Industry

Stay on top of trends, innovations, and changes. Strive to become an expert by knowing more than anyone in your field. There is no excuse in the 21st century for not staying on top. Google your industry, find the thought leaders, and read, read, read. We expect our MD’s to stay abreast of the current accepted medical practices. Why should you and your industry be any different? Be a doctor of your industry, and consult your clients with their best interest in mind.

Know Your Client’s Industry

This is not one size fits all. What may work and be appropriate in one industry or for one client doesn’t mean it’s universal. Do your homework. How can anyone possibly advise a business without understanding what that business does?

Know Your Organization

Learn every department, and how they interact. Know your organization’s strengths and weaknesses. If it’s possible, spend time working in every section. Have a complete understanding of what your company does, which you can use to best advise your client.

Know Your Product

Learn your product or service inside out, backwards and forwards, know what it can and cannot do, and know what product best fits the customer’s needs.

Know Your Customer

If you recommend a product or service without knowing how your customer operates, how they will use the product, or what they’re trying to accomplish — then you are only selling. Ask questions, learn their needs, their problems, and what they hope to accomplish — not just what you want to sell.

If you understand both your industry AND your customer’s needs and how to solve their problems, you will become a valuable adviser. Given the choice, who would you prefer to work with — a knowledgeable consultant or a pitchy salesperson? Do you want to sell more? Stop selling and start helping.

How Can I Help You?

I like to help people and organizations, but I have three criteria I consider before taking an assignment – I believe in what the organization stands for, I know I can help, and it looks like fun. If you have any questions, Contact Me. 

So, does your business have a management training plan? Because, if not, many organizations, large and small, use my book, The New Manager’s Workbook, a crash course in effective management, as the basis for their leadership development program. Check it out.

Are You in Sales Management?

Are you leading people or managing projects? Do you set goals based on activities to continue, eliminate, or improve or do you strictly look at the results? Do you believe one sales strategy fits all your clients and all your sales team? If so, you’re walking the streets I paved, and those streets lead to disappointment. The good news is if you recognize these behaviors in yourself, you can change. I did. I eventually became a highly effective sales manager and so can you. This workbook is the place to start. The New Sales Managers Workbook

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13 Pieces of Sales Advice for my Grandson

7 Steps to a Sale. 

Photo by LinkedIn Sales Solutions on Unsplash