Beg, Steal And Borrow Your Sales Techniques

My current place of work is an open office environment. This means that for each sales call that is made, I can hear it. I can hear it when my colleagues get beaten down on price by a professional purchaser or when they attempt to fend off a refund because they exaggerated the features or benefits of their product.

Listening to your colleagues’ sales calls is one of the best ways to understand the wide variety of sales techniques around and provides you with a chance to expand your arsenal. While I write this post I can lean back and listen to a whole host of closing techniques. I can hear them all; alternative, ask for it, fear, trial offer, alternate vendor and assumptive close. Some are poor attempts and some are great attempts.

There is no reason to reinvent the wheel, so if your colleagues have some great closes or opening questions - use them! When you first start out in sales, plagiarism is one of the most effective tools at your disposal. After a while, you’ll see that your colleagues will be plagiarising techniques from you!

- Sales Informant