Page 48 - Burnham Sales Optimization Blueprint 2018-2019
P. 48
ARTICULATING YOUR
How To Sell Like An Expert, Not Like a Salesperson
Article by Ian Altman, Inc. Magazine
Practice and Rehearse:
The first chair in an orchestra practices and rehearses hundreds, thousands, of times before they perform in
front of an audience. So do experts in sales.
Experts practice and rehearse. They spend hours preparing for and rehearsing how to respond to questions
and possible objections in sales meetings.
Compare that to salespeople who show up to a sales meeting without any rehearsal upfront. Why don’t
they practice? There are all sorts of reasons of why people don’t role play and practice, but the ones that do
achieve dramatic results and accelerate the sales cycle in business and waste a lot less time on bad opportu-
nities. If you spend an hour a week practicing, you will become outrageously successful in how you manage
those meetings and the results you get.
48 AUGUST 2019
