Selling as much and as quickly as possible. That is high on the list of priorities when you work in sales. But how does that benefit you? Is that what makes your business successful? According to today's guest, Toine Simons, it is not. He calls speed the problem.
Toine Simons has been a trainer/coach and certified organizational drafter for 24 years. He ran an international sales company for ten years at the beginning of his career. In 1983 he sold his shares and set up the market research company 'SimonsCijfers', which he sold to Attwood/GFK in 1985. Toine is founder of 'Beerschot & Simons' (1988), director of a franchise organization of 150 florists and president of a rehab center for ex-drug addicts. He also wrote the book 'The sales paradox'.
The problem
The faster we sell, the better. Right? It may seem that way. According to Toine, that works in an ice cream parlor, but not in the service industry.
Toine: "People often want to sell too quickly, or make offers too quickly, or come up with too many proposals without having a picture of the customer's actual need. It is indeed true that you need to know the customer's background, but I add to that. We often think we know the background, in other words, you think I know what the customer needs. But you still come up with an offer too quickly".
Within consulting, people want to show too quickly that they understand the client. And that's where it goes wrong.
The five insights
In the book "The Sales Paradox," Toine describes five insights: you don't have to sell anymore, above all don't quote what the customer asks, without commitment no progress, give me the structure and I'll be free and don't show your marmot too early.
Five interesting insights one can still learn from. Wondering why Toine chose these insights? Then listen to the latest episode of the Work Professor.
Links
More on Toine Simons.
Order the book.
More about the Working Professor
Do you have questions or input? Please contact Wendy van Ierschot at wendy@viepeople.com.
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