“The Specialist” Sales and Management Training Blog

Hi everybody,

I am too excited to contain myself. Monday June the 2nd is the BIG day! All the things I have been hinting about will be announced. Even though it appears that I am teasing you, respectfully I don’t mean to, I just can’t say anything. It’s harder for me than you the gracious readers.

Now to the “Bonus Tip Of The Week”.

I often see young sales persons when giving sales presentations and while describing certain features ALWAYS refer to how much THEY like the feature. WRONG approach!

The advanced way of doing this is to comment on how much EVERYONE else likes that particular feature. Remember it is NOT about YOU! Not only that, anyone that has a fair amount of intelligence realizes that a beginner sales person more than likely doesn’t even own the product. You lost the sincerity aspect of the bonding process. On the other hand, by informing the prospective customer that EVERYONE else loves that particular feature makes the customer feel like they want to agree with everyone else and love that feature also.

Remember new sales persons It is not about YOU! The customer doesn’t care about what you like. They care what everyone else thinks. Also remember sincerity IS one of the 8 Basics of Success!

“The Specialist”