"Yeah, I Know That."

[Kelley Robertson]

Veteran sales people often ask me for ideas on advanced sales training and I am usually at a loss for words (difficult to believe, I know!). Certainly, there are new technologies and platforms and the tidal wave of social networks opportunities have changed the sales world and given sellers new ways to prospect, connect, and sell. However, even though today’s business world is more competitive and buyers are more sophisticated than ever, the fundamental rules of selling still apply.

When someone talks about the importance of asking prospects high-quality questions or that you need to differentiate yourself from your competition or that it is essential to focus your sales presentation on your prospect’s situation, it’s easy to say, “Yeah, I know that.” The challenge is to question how effectively you implement that concept or strategy into your approach or routine.

This may sound easy but too many people look for a silver bullet cure. Instead of looking for that next quick-fix answer that will solve your problems focus on applying the fundamentals. If you catch yourself saying, “I already know that” ask if you consistently apply that idea. Chances are you could improve.