United Airlines gets it, do you Mr. Salesperson?
Effective Sales Strategy can be the difference between winning and losing-between living and thriving; between
sustainable happiness and a momentary blip of euphoria that is fast fleeting and over before you know it.
A lot of salespeople focus on themselves- their product/ service, their company, how big and great they are etc. They tout
the features & benefits of their offerings and talk more and listen less. Professional and effective salespeople on the other
hand, do the opposite- they focus on the customer- they try to identify the client's business pain and what the client needs.
They LISTEN more and talk less. They ask targeted and specific questions, to uncover and quantify the pain the client is
facing. They understand that it's not about them or their product- it's about their customer. It's the 80/20 rule- in any sales
meeting, the client should be doing 80% of the talking and not the salesperson. They attentively listen, ask questions and
let the client speak. No Pain- no Sale.
It is five times more expensive to acquire a net new customer than it is to cross-sell and upsell to an existing client. Yet,
most amateur salespeople sell their product/ service to a customer and move on- they DO NOT build the relationship with
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