![]() ![]() Don’t make your prospects repeat themselves. If your customer has to work hard to understand your solution, or your offer, then they won’t take you up on it. To quote Einstein, “If you can’t explain it to a six year old, you don’t understand it yourself.” So, make sure you understand whatever you are selling so well that it’s simple to absorb – even for a six year old. Be transparent with your information and don’t make the customer work to extract necessary answers from you. ![]() If you’ve read my book, Zero-Time Selling, or heard me speak, or read any of my blog posts, you know that I believe in “absolute responsiveness”-which means providing your prospect with the complete answers to their questions in the shortest time possible. Wait until you have a plan to deliver value. Every single interaction you have with a prospect has to deliver value and give buyers the confidence to take the next step forward in their decision process. Here are four important, but simple, techniques to help you simplify your selling: Be completely clear and focused on the steps you can take that will help your prospect make a good decision quickly. Strip out complexity in the messages you deliver and complexity in how you sell. You need to strip out all complexity from your sales process. So why should your sales process be any different? Navy engineering design principle, advocating that most systems work best if they are kept simple rather than made complicated? You’ve all undoubtedly heard the KISS principle-“Keep It Simple, Stupid-right?” But did you know its origin is from a U.S.
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