Sales Candy (February 2008)
by Brian Sullivan
A key fundamental in PRECISE Selling is saying only words that will advance the sale and no more. It means knowing not to use a bunker buster bomb when all it will take is a sling shot. The reason we use only enough is because our ability to say less will help us say more. Think about it. When somebody is selling to you and pounds you with too much information, do you have a tendency to shut down? And when this happens, isn’t it difficult to remember what the salesperson even said? But when they give you just enough to educate and excite you (and no more), aren’t you more satisfied? It’s like eating a bag of candy. (more…)




