There are two types of sales: The easy ones and those you don’t get.

As a 16 year sales and training veteran, Wes Schaeffer, The Sales Whisperer®, Infusionsoft CMAC and professional copy writer, provides advice on the 7 things you must do to ensure you fill your bank account with easy sales.

1. Annie Oakley-itis, a.k.a., Shooting from the hip.

   I learned a valuable lesson many years ago when it comes to my role in the sales cycle and it’s that the salesperson is in charge of STRUCTURE, the prospect is in charge of CONTENT. By that I mean that we as professional sales people, as the person with a solution to alleviate the pain of the prospect, have to guide the prospect to reach their own logical conclusion to work with you. Help them dig deep and answer the questions from which they have been hiding.

2. Equating sales with begging.

   You offer a solution your prospect NEEDS! Doctors don’t beg you to take medicine or have surgery. You shouldn’t beg your prospect to solve their own pain by owning your product or service.

3. Your alligator mouth overloads your canary rump.

Remember the “structure” vs. “content” lesson above? You can’t promise something you can’t deliver if you’re asking questions during your entire time with your prospect. So listen, understand, then under-promise and over-deliver.

4. Assumption malfunction.

   Remember the “structure”…Yeah, yeah, you do. Once again, if you are asking questions you won’t assume silly things like:

   • The prospect is the decision-maker.
   • They have money.
   • They don’t have money.
   • They can’t buy now.
   • They can buy now.
   • They like the competition better.
   • They like you better.
   • Etc

5. Discussing money makes you uncomfortable.

   I wish I had an iPad for every sales person I had to beg for the price of what they were offering only to have them stammer and hem and haw and look down and wring their hands and scratch their heads and pick lint out of their belly buttons. If you are asking good questions you’ll know if you have an affordable, valuable offering for their situation. If you do then look the prospect in the eye and tell them how much you charge and then shut up until they order.

6. The Stepford Salesperson, a.k.a. “One size fits all.”

   Even before social media and text messaging and search engines with crazy algorithms it was important to connect with your prospect by entering their world and showing them that you were “empathic” with their situation. You must become a student of people and of human nature if you are to spend more time selling and cashing check and less time dialing for dollars.

7. Quitting just before striking gold.

   Selling can be had at times. Building a business can be had at times. Guess what? It will be harder for your competition in the next several years as this economy shifts and rocks and moves and settles into its new, less-liquid, less-leveraged state. Persistence beats resistance every time. You remain persistent by filling your mind with positive, educational, professional, beneficial ideas.

You can get those ideas by ordering and internalizing what you’ll learn in this 90 minute CD, “The 7 Deadly Sins of Selling.” Just pick up the shipping and handling and it’s yours.

Then look for some little bonuses after you order.

Good selling.