Just 5 More Minutes Can Make The Sale

Last week we had a fairly large crowd in our Conference Center for the IMPACT Selling Open Seminar - 43 salespeople - all from different industries, different areas of the country and three from the Ukraine. But after spending time with this group of salespeople and countless others over the last 13 years, I've noticed 3 mistakes that seem almost universal in selling...

1. Too little research and groundwork to really understand the prospect's business BEFORE meeting with them
2. Too few probing questions to get the prospect verbalizing their needs and wants
3. And the perennial sales mistake of too much talking and too little listening

All of these problems are symptoms of a larger disease that plagues salespeople and eats away at their ability to succeed - Not focusing on the customer. If you can't take the time to understand their business, uncover their needs and wants and listen to their concerns, why should your customers and prospects trust you or believe that you have anything valuable to offer?

So here's my advice: Try taking just 5 more minutes...

• Spend 5 more minutes on research and investigation before meeting your prospect
• Spend 5 more minutes preparing questions that will uncover information you need to make the sale
• Spend 5 more minutes asking questions and listening to your prospect before you jump in speak again

Yes, I know that salespeople often think, "I'm not paid to sit in front of my computer and do research...I'm not paid to hang around listening to prospects yak all day...I've got to get in there and sell something and move on to the next one." That's why I'm suggesting you take just 5 more minutes in these three key areas - that's 15 minutes more per sale - invested entirely in focusing on your customer. You'll be amazed at how well those 15 minutes pay off.

Next Monday, I'll give you some specific suggestions on how to use those extra 5 minutes to increase your chances of making the sale.

Submitted by: Richard Dickerson