Thursday, October 8, 2009

The 7 Paradoxical Sales Principles

The 7 Paradoxical Sales Principles

  1. To win more sales, stop selling. When people feel like they're being sold, they react negatively and put up barriers. Focus on helping your prospects achieve their business, professional and personal objectives – not making a sale.
  2. To speed up your sales cycle, slow down.  The more quickly you push to a close, the higher resistance you encounter. Go one step at a time. When your prospects know you want to help them make the right decision, not a rash one, the process moves faster.
  3. To make decisions easier, offer fewer options. When you increase the complexity of the decision, you decrease thelikelihood of winning the sale. To help your prospects move forward, give them less to choose from. Keep it simple – always.
  4. To be more natural, prepare like crazy. Today's customers suffer no fools. If you're not ready with the right message, questions or presentation, you'll stumble or be stilted in your meeting. When you do prepare, you can be your best self.
  5. To get bigger contracts, start smaller. When you pursue the "whole shebang", decisions are more complex and costly, making it much tougher to get approval. Reduce the risk by starting small and proving your capabilities. Then, it's easy to grow.
  6. To speed up your learning curve, fail fast. It's inevitable that you'll make mistakes. So don't wait till you've figured out the "perfect pitch" before moving forward. In sales, there is no failure - just lots of opportunities for experimentation, learning and growth.
  7. To differentiate your offering, become the differentiator. That's the biggest reality in today's market. Your products, services or solution are secondary to your knowledge, expertise and the difference you make for your customers. Ivest time in yourself.
by Jill Konrath, author of Selling to Big Companies. Share


  1. Hi,

    You have shared valuable information on sales techniques. One of the most important Sales techniques learned in marketing and building a business is the power of relationship building. When sales persons put their energy into getting to know the clients personally and their likes , dislikes, what their interests and passions are, that takes the business relationship to a deeper level.

  2. There is a new web site offering links to free sales training resources. You should check out

    Very nice clean site with links to solid resources, many of them are e-learning courses.

  3. love to see this discussion! It’s great to see you all working through the issues and also, it’s great to see recommendations for testing. In the end, it’s what your actual users do and prefer that should be your biggest driver in making these decisions.
    online marketing