One of my mantra’s is “Simple is Elegant.” Keeping things simple, clear, and concise is much more difficult than endless dialogue, overdone word count, or complicating things unnecessarily.
This happens every day in sales. One salesperson spends two hours with a customer while another, more efficient associate concludes a similar sale in 45 minutes. The difference is in keeping things simple, ending the discussion at the appropriate time, and closing the sale with an add-on sale suggestion.
It's not rocket science, but it requires focus and self-control. Owners and managers cringe when a sales associate gives unnecessary time and attention to a customer. This places extra pressure on sales associates who are more disciplined in their technique, and it also upsets them to see other salespeople wasting time and adding to their burden to serve clients.
Being simple and clear in sales is a learned behavior. It’s a principle that is still committed to the customer, but keeps efficiency top of mind. Simple is elegant, but it also has to be good. Be simple, be elegant, and be good in sales.
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