The Best Sales Reps Get Customers to Buy. Even When They Don’t Need to Right Now.

Q:  Can salespeople really get customers to buy a product they don’t need?

In many ways, getting folks to buy a product they don’t truly need is the art of sales.

If they really, truly needed it right now … all you really need is an order taker. I’m exaggerating, but not by that much. Any “1 call close” deal really is almost pre-sold before the lead even comes in.

Great sales reps:

• Create urgency when there really is none. This is really the heart of a great SaaS sales professional. Few apps do we really need to buy at all, let alone this week or this month.
• Convince prospects the product they are selling really is a solution to a big problem the prospect has. Even if maybe they have many other problems to solve as well, too.
• Sell value. So that massive discounting and even price matching isn’t really all that necessary, so long as the price is fair.

None of this is easy. And mediocre sales reps can’t do it. This is one key reason the top reps close 3x-10x more than mediocre reps.

More here: Why a Great Rep Can Close 9x More Than a Poor Rep, and Even 2.5x More Than a Good Rep | SaaStr