Have you noticed what makes a top salesperson a top salesperson … they understand sticky.

The key to increasing the average sale per customer is to be sticky. I do not mean you should cover yourself in some form of glue. What you need to do is to start telling stories. Customers always remember the story you tell, these stories must be true and relate to the product.

Now before we go any further, I must stress that the sales priorities are important. The customer is going to have confidence and trust in you based on two key issues.

1. How you approach them and identify their needs and wants.
2. How good you are at being a story teller that relates to the product and the person you are talking too.

I came across a great example of this myself last week. I had a meeting with a group of Canadians, I did not believe I had met any of them before, but at the start of the meeting one guy spoke up and mentioned to the group that he had been on one of my workshops five years ago. He then began to relate one of the stories I had told to the audience on that occasion and its relevance to the situation we were talking about on this occasion.

The story was sticky and as a result of that he could relate it to his own business situation. The key to success once you have engaged the customer is to be sticky.

View John Stanley's Profile      Subscribe via RSS