Jill Konrath

 

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7 Paradoxical Sales Principles

  
  
  

sales principlesRecognizing and acting on these 7 paradoxical sales principles is critical to your long-term success.

1. To win more sales, stop selling.
When people feel like they're being sold, they react negatively and put up barriers. Focus on helping your prospects achieve their business, professional and personal objectives – not making a sale.

2. To speed up your sales cycle, slow down.
The more quickly you push to a close, the higher resistance you encounter. Go one step at a time. When your prospects know you want to help them make the right decision, not a rash one, the process moves faster.

3. To make decisions easier, offer fewer options.
When you increase the complexity of the decision, you decrease the likelihood of winning the sale. To help your prospects move forward, give them less to choose from. Keep it simple – always.

4. To be more natural, prepare like crazy.
Today's customers suffer no fools. If you're not ready with the right message, questions or presentation, you'll stumble or be stilted in your meeting. When you do prepare, you can be your best self.

5. To get bigger contracts, start smaller.
When you pursue the "whole shebang", decisions are more complex and costly, making it much tougher to get approval. Reduce the risk by starting small and proving your capabilities. Then, it's easy to grow. 

6. To speed up your learning curve, fail fast.
It's inevitable that you'll make mistakes. So don't wait till you've figured out the "perfect pitch" before moving forward. In sales, there is no failure - just lots of opportunities for experimentation, learning and growth.

7. To differentiate your offering, become the differentiator.
That's the biggest reality in today's market. Your products, services or solution are secondary to your knowledge, expertise and the difference you make for your customers. Invest time in yourself.

Did you like these 7 Paradoxical Sales Principles? If so, click here to download a copy to post by your desk --> http://bit.ly/7-paradoxical-sales-principles





Jill KonrathJill Konrath is an internationally recognized sales strategist. As author of two bestselling books, SNAP Selling and Selling to Big Companies, she's a frequent speaker at sales meetings and conferences. For more fresh ideas, download her free Prospecting Toolkit.


Comments

Totally agree with these 7 principles. Nicely explained.
Posted @ Monday, November 05, 2012 6:31 AM by Simon Fenn
Awesome! Printed and posted on my wall right next to me :)
Posted @ Monday, November 05, 2012 10:22 AM by Jason Alba
Jill - You NAILED it! 
-Be valuable 
-Be prepared to make them valuable 
-Keep the focus on your buyer in all you do - keep it simple enough for them to make a decision and act 
- Take action everyday - love the "fail fast" 
 
Everyone should print and post! 
 
Posted @ Monday, November 05, 2012 10:30 AM by Nancy Bleeke
Jill, good stuff. I see #5- to get bigger contracts, start smaller- as key today. A consulting firm I work with advocates building a "service chain" (smaller "proof" projects to start) as a way to build customer intimacy and long-term client relationships. Thanks for sharing!
Posted @ Monday, November 05, 2012 10:58 AM by Tonya Signa
Good ideas here
Posted @ Monday, November 05, 2012 11:08 AM by Ed Regan
Love it. You are always great at summarizing the success factors.
Posted @ Monday, November 05, 2012 11:10 AM by Russell C Walker
You nailed it! This post confirmed to me that I'm on the right track with my new business.
Posted @ Monday, November 05, 2012 11:12 AM by John Beveridge
Jill, 
 
I love this set of principles. I just wish you'd sent this to me back in the 70's when I began my career in sales. Probably better you didn't. I wouldn't have believed them as I do now. 
 
I just posted this for my fellows on LinkedIn, Google+ and Twitter. I've also downloaded the poster for my desk. 
 
Thank you! 
 
Dale Hansman
Posted @ Monday, November 05, 2012 11:31 AM by Dale Hansman
Good article. 
 
Thanks, 
 
PM
Posted @ Monday, November 05, 2012 11:51 AM by Peter
Jill,  
 
Thanks for sharing these valuable principles.  
 
I will use them as the Yoga sales mantra! 
 
Keep up the good work, 
 
Cees Steenkuyl 
Posted @ Monday, November 05, 2012 1:29 PM by Cees Steenkuyl
Very Taoist...thanks
Posted @ Monday, November 05, 2012 3:08 PM by Peter Sutton
Great advice, Jill!
Posted @ Monday, November 05, 2012 7:03 PM by Sandi Coryell
Fantastic, Jill! These are spot on and very concise. And I especially love that you read my mind with the PDF downloadable. I was reading the email, thinking "these are actually really great; how the heck do I format all of this for printing?" ...And then I saw the "download a copy" link. Brilliant all around ;)
Posted @ Monday, November 05, 2012 8:08 PM by Jayme Squire
Simple, elegant and pithy!
Posted @ Tuesday, November 06, 2012 4:38 PM by Tom Williams
Jill, thanks for precise core points... like: river flows...wind blows
Posted @ Thursday, November 08, 2012 6:24 AM by Gints
Excellent article!
Posted @ Thursday, November 08, 2012 8:17 AM by Jan Friedman
fyi
Posted @ Saturday, November 24, 2012 10:31 AM by Lillian
Great advice here Jill! As someone who has a tendency to over sell to customers in the past, I'm going to print these up for each vehicle and one for the office when I'm on the phone with potential customers. We can always use practice putting our customer's needs above our own.
Posted @ Tuesday, December 11, 2012 4:25 PM by Bill Chamberlain
This post will always be in boga.
Posted @ Tuesday, July 23, 2013 8:49 AM by Julieta
Great article!
Posted @ Tuesday, January 14, 2014 4:18 PM by Rafael Medina
I love your qoute "In sales, there is no failure - just lots of opportunities for experimentation, learning and growth." Thanks for sharing! 
 
Posted @ Tuesday, February 18, 2014 5:43 PM by Pete
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