If you want to kill your sales, then become a know-it-all. Being too smart will cost you a lot of money. Simplicity is the key to sales success.
In the training world, there is a trend. It goes like this:
As a trainer, this is a common trend I see in the residential trades.
Once a technician or a salesperson becomes an “expert” his language changes. He begins to sound like the expert, and not just act like one.
When a technician wants to show a client how smart he is, he speaks like this:
Mrs Smith. This system comes fully equipped with a dew-point monitoring system. It will use Carrier’s principle of comfort to automatically adjust the average run cycles for optimum climate precipitation. The system works through … .” blah, blah, blah.
The above example happens once the hvac tech or salesperson chooses to Sound Like an Expert.
Using too much technical jargon creates confusion. And a confused client rarely buys.
Confusion creates anxiety and distrust. RELATED: Settle Your Client’s Anxiety
Simplicity creates a sense of well being, and trust.
Do you suspect your sales have slipped because of complexity?
Then here are 3 tips to get back to simple:
If your sales have dropped, then go back to simplicity.
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