Sales professionals must create magnetic appeal to increase closing efficiency. Our present global environment creates numerous obstacles that polarize sales efforts, form the proliferation of the Internet to advanced media. Ironically, with the intrigue of technological miracles the foundation of sales success exists upon 10 principles. Since the beginning of trade, selling has not changed, nor have these laws. These principles as they have for centuries are the laws that attract numerous clients and create successful selling professionals.

The Law of Preparation

The best selling professionals are always prepared. Preparation denotes a voracious appetite for information. Productive professionals attract more clients when they read information and eventually convert this to client knowledge. The knowledge output provides client value in terms of competitiveness, productivity and even profitability. Value stems from reading newspapers, trade publications and conducting research. When clients determine from the value professionals provide they are more apt to conduct business and moreover, use them repeatedly. Finally, closing ratios increase when selling professionals anticipate client needs.

The Law of Selling Methodology

Sales training is critically important to all organizations. ES Research Group reveals that 90% of all sales training programs conducted for corporations result only in a 90-120 day increase in sales productivity and, as a result, fewer than 20% of companies realize any sustainable productivity gain that lasts beyond 12 months. In the United States alone over four billion dollars is spent per year on training selling professionals with two thirds of that money ear marked for one day training.

To be competitive, selling professionals must be competitive. It appears that taking the time to develop a training program does in fact pay tangible returns. Many companies think that sales training can help with the strategic account planning aspect of selling. More importantly is providing selling professionals with a methodology they adhere to and more importantly create attraction.

The Law of Value Proposition

Many professionals are quick to state what they do for a living. While not much is incorrect with this statement, the tendency forms stereotype. And, worse yet as an entrepreneur operating a business, one gets placed into a pool with competitors. One of the best assets for every selling professional is a value statement. Be mindful, this is not an elevator speech. This pithy statement ends the stereotype and focuses all attention completely on the prospective client. A value proposition is solutions based with all benefits focused on the consumer. Customer value propositions have become one of the most widely used terms in business markets. These simple statements enable selling professionals to articulate their company’s position into useful terminology that engages the prospective client.

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