Sales Tip for March 2006 - Volume 4

Danny Wood is a nationally known trainer and speaker on sales and sales management.

Danny specializes in working with business owners, CEO’s and senior managers to maximize the return on what is often their most underutilized resource, the sales team.

Danny’s work has been noted for providing his clients with the ability to realize millions of dollars in additional business that would otherwise have never materialized or would have been lost to competitors.

His knowledge, experience, and tremendous respect for the Sales Professional led to his being selected by NJEntrepreneur.com to be their Sales Expert.


"I have finally gained great control over the sales process in my firm."
Marc Blumenthal - Principal
Sax, Macy, Fromm

"Our staff has new confidence and much less fear."
Richard Magid - President
Soundboard, LLC

"I can’t remember the last time I heard, Boss – Our prices are too high."
John Fernandez - Owner
Signmasters, Inc

"Our sales went up 30% since we started with Danny’s program."
Jim Margiotta – President
PBI-Dansensor America, Inc.

Dangerous Sales Myths:
Telling is Selling


Often when people find themselves in a selling situation, they believe that "Telling is Selling."

Most of the time the prospect doesn't care about all the things the salesperson wants to talk about. Even a product or service that a prospect can get excited about will become boring if the salesperson does all the talking. Telling is NOT selling – listening and then informing a prospect about the specific features that apply to them is selling.

If what you are talking about doesn't directly apply to their problem or interest your prospects, they will become bored and tune you out. One of the things you are raving about could actually cause the prospects to want the product or service less. What we think of as a feature they could see as a detriment.

Too much talking might paralyze them. You may have given them too much to think about and they feel incapable of making a decision. Prospects should talk 70% of the time. Salespeople should listen 70% of the time, using our 30% of talk time to ask good questions.

Treat your prospects as individuals and find out what their wants and needs are, and then discuss with them how your product or service can match these needs.

© Sandler Systems, Inc. All rights reserved.


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Danny Wood Enterprises, LLC
201 Route 17 North, Suite 300
Rutherford, NJ 07070
Ph: (201) 842-0055
Fx: (201) 842-0789
Danny@DWESalesGrowth.com
http://www.DWESalesGrowth.com