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From Boiler Room to Best Practices: Mastering the Art of Professional Selling
Manage episode 505949978 series 3566783
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Professional sales is about earning the right to make recommendations through genuine conversation and relationship building. Sales is a noble profession when approached with the customer's interests at heart.
• Monologues kill sales – the longer a salesperson talks uninterrupted, the lower their conversion rate
• Top performers close around 45 minutes into calls versus average performers who attempt to close at 12-15 minutes
• The science of sales involves getting people more emotionally excited than the cost during the time you have their attention
• FBT (Feature-Benefit-Tie Down) technique creates a series of small agreements leading to the final close
• Professional salespeople focus on understanding problems before offering solutions
• Authenticity matters – the best salespeople don't "act like salespeople" but remain true to themselves
• Strategic silence or "the pregnant pause" demonstrates confidence and gives everyone space to think
• Digital marketing follows the same principles as sales – creating enthusiasm and building relationships
Visit morrissimscom for more information and to learn how to find your own commission code to success.
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Kapitel
1. The Science of Sales Conversion (00:00:00)
2. Chris Smith's Journey in Sales (00:07:13)
3. Building Trust Through Conversations (00:12:27)
4. Feature-Benefit-Tie Down Technique (00:18:05)
5. The Nobility of Professional Selling (00:26:35)
6. The Power of Silence in Sales (00:29:04)
7. Episode Wrap-Up (00:36:33)
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