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Sales Techniques for Translating Concepts into Actions

As you begin to learn how to sell you learn at a conceptual level. At that point everything you read and hear sounds pretty good. You know these ideas have worked for other people so they should work for you. That's only partially true. It is a fact that those ideas have worked for other people. It's also a fact that you aren't those other people and what worked like magic for someone else may not work at all for you.

The unsuccessful experience you may have had trying to implement the idea doesn't mean you are a failure, or that you can't sell. What you can learn from your experience is that you haven't learned how to adapt that concept to fit your particular situation and your particular attitudes and skills. Your experience just means that you're having trouble translating a concept into actions that work for you.

It's easier for you to translate sales concepts when you're very clear about who you want to attract and what you do. You may think that sounds like a duh, but I'll bet if you're currently having problems that your problems start here. You see you need to be very clear about specifically who you want to sell to so you can learn enough about those people to know exactly what they want and why. Then you need to be able to communicate to them in terms of the big thing they want to get when talking about what you do.

It's impossible to convey your value to prospects without this underlying understanding. Your prospects don't care about products they want to know about how to get their desired outcomes. So, never talk to them in terms of products because when you do you lose them. Avoid using a prepared presentation provided to you by the source of your products because the focus of those presentations is the product not the prospect. And that makes it very hard for you to have a selling conversation that results in sales.

Rather than focusing on your agenda and what you want, focus on the prospect. Put yourself in your prospects chair and as you learn about a new selling concept ask yourself how you would feel if you were on the receiving end of this idea. If you don't think you'd feel comfortable if you were the prospect you won't feel comfortable using the idea when you try to translate that concept into action.

Verify your thoughts and when you notice a prospect's negative or uncomfortable reaction you'll know the idea isn't right for you and your situation the way you've implemented it. This just means that you don't have it right yet because when you do get it right it will feel like you and the prospect are moving together to the closed transaction.

Review your experience and identify how you could adapt this sales concept to better fit you and your prospect. You can use some of the elements of your prepared sales presentation that have value and that you can work into your sales conversation at the appropriate time. Unless you're holding a group sales presentation avoid using a prepared presentation and learn how to translate selling concepts into selling conversations. That means you won't being doing the bulk of the talking and you won't be following a script. A selling conversation involves the prospect doing most of the talking with you listening and guiding to the end they want.

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Author: Cheryl Clausen can help you get unstuck. Enhance your Sales Techniques, get her free ecourse. Increase your sales today through Sales Coaching, look here. Don't reprint the same version as everyone else. Get your own unique content insurance sales article here.

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