{"id":1171,"date":"2015-04-21T00:49:56","date_gmt":"2015-04-21T00:49:56","guid":{"rendered":"http:\/\/gccwebsites.com\/startupsales\/?p=1171"},"modified":"2015-04-21T00:49:56","modified_gmt":"2015-04-21T00:49:56","slug":"essential-but-overlooked-selling-principles","status":"publish","type":"post","link":"https:\/\/gccwebsites.com\/startupsales\/essential-but-overlooked-selling-principles\/","title":{"rendered":"Essential but Overlooked Selling Principles"},"content":{"rendered":"
\"Dave<\/a>
Dave Mattson<\/figcaption><\/figure>\n

Today, I found an article in Forbes online that focused on 10 essential principles of selling that people continue to often get wrong.\u00a0 The Author, Kathy Caprino, actually had the opportunity to talk to Dave Mattson about why Sandler Training is so effective. \u00a0I thought it would be good to delve into what Mattson talks about as timeless selling techniques that many salespeople continue to blunder, seeing as how he is the author of one of our text books. \u00a0Sandler Training itself, has been around since 1967 and continues to provide 92,000 or more hours of training every year.\u00a0 It typically focuses on a lot of areas that are not seen as traditional selling techniques, perhaps this is why it\u2019s so effective.\u00a0 Dave himself actually provided the author with his list of 10 ways sales people still continue to \u201ccommit sales suicide\u201d today.<\/p>\n

All 10 of these selling issues are very pertinent to selling in today\u2019s world, but for clarity and time\u2019s sake I will only discuss the few that I feel are most important.\u00a0 You can read the article here<\/a> if you would like to see the rest.\u00a0 One of the big areas where I think it\u2019s easy to slip up is when a salesperson \u201cassumes\u201d that the problem the potential client communicates is in fact the real problem.\u00a0 We\u2019ve talked about this in class.\u00a0 It\u2019s very important to dig deeper because the fact is that a prospects perceived problem may only actually be a symptom of their real problem.\u00a0 Therefore, we often need to ask some more probing questions in an attempt to get to the bottom of the issue.\u00a0 Often we will find that the real problem is deeper than what is on the surface.\u00a0 Another very important issue, where people tend to slip up the most, is that of \u201ctalking too much.\u201d\u00a0 Mattson highlights the principle of the 70\/30 rule in which as the salesman you should be listening 70% of the time and talking only 30% of the time.\u00a0 As salespeople we often think it\u2019s important to give an entire rundown of our product and its features\/benefits, but in today\u2019s situation of information availability, the chances are the prospect can find this on your website.\u00a0 You need to ask pertinent, probing questions and just sit back and listen to the responses.\u00a0 This will help make you a better salesperson in the long run.\u00a0 The last issue that Mattson gives as one where people continue to slip up is this:\u00a0 \u201cKeeping your fingers crossed that a prospect doesn\u2019t notice a problem.\u201d\u00a0 It\u2019s very important to develop trust in a selling relationship.\u00a0 If a potential customer realizes that you\u2019ve glossed over an important problem after the fact, the chances are they will experience buyer\u2019s remorse or at the very least, choose not to deal with you again.\u00a0 \u201cComing clean\u201d is something that Mattson highlights as a good way to develop respect and trust as a salesman.\u00a0 Most problems can be overcome in the process, so the best thing is to be up front with your prospect.<\/p>\n

I know we\u2019ve gone over all of these things in class but I felt the article was especially relevant given that it was basically an interview with Dave Mattson.\u00a0 Mattson shares his top 10 most overlooked principles from Sandler Training.\u00a0 If we could study just the 10 things in the article or even the three that I highlighted above, we would be on our way to becoming better salespeople.<\/p>\n","protected":false},"excerpt":{"rendered":"

Today, I found an article in Forbes online that focused on 10 essential principles of selling that people continue to often get wrong.\u00a0 The Author, Kathy Caprino, actually had the opportunity to talk to Dave Mattson about why Sandler Training is so effective. \u00a0I thought it would be good to delve into what Mattson talks […]<\/p>\n","protected":false},"author":5,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[33,23,27,29],"tags":[],"class_list":["post-1171","post","type-post","status-publish","format-standard","hentry","category-dos-and-donts","category-sales-process","category-sales-struggles","category-selling-yourself"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/1171","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/5"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=1171"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/1171\/revisions"}],"predecessor-version":[{"id":1173,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/1171\/revisions\/1173"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=1171"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=1171"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=1171"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}