Home > Personal Selling > The Importance Of Simplicity In Sales

The Importance Of Simplicity In Sales

I was watching a protege of mine recently and the main thing I saw besides all the good things was the way not only him but most sales persons complicate the sale. Everyone wants to expound on there talking points until they have virtually talked themselves out of the sale. When a client says lets do it...that IS what he means! He does not mean tell him more about the product or services.

When this particular protege watched me work the other day we called on 4 people and with an average of approximately 15 minutes per client I sold 3 of them. Until today this particular salesperson thought it was just my unique ability...UNTIL TODAY, then I gave him his talking points and he closed the entire sale in less than 10 minutes.



You have to learn to keep it SIMPLE! This theory even extends into the paperwork. You have already done the heavy lifting and the paperwork must become a mere formality. The paperwork cannot be explained to the point that the client wants to pay more attention to the paperwork then he did towards the entire presentation. AGAIN, forget about yourself and keep it SIMPLE! - by The Specialist
I was watching a protege of mine recently and the main thing I saw besides all the good things was the way not only him but most sales persons complicate the sale. Everyone wants to expound on there talking points until they have virtually talked themselves out of the sale. When a client says lets do it...that IS what he means! He does not mean tell him more about the product or services.

When this particular protege watched me work the other day we called on 4 people and with an average of approximately 15 minutes per client I sold 3 of them. Until today this particular salesperson thought it was just my unique ability...UNTIL TODAY, then I gave him his talking points and he closed the entire sale in less than 10 minutes.



You have to learn to keep it SIMPLE! This theory even extends into the paperwork. You have already done the heavy lifting and the paperwork must become a mere formality. The paperwork cannot be explained to the point that the client wants to pay more attention to the paperwork then he did towards the entire presentation. AGAIN, forget about yourself and keep it SIMPLE!
I really agree on this. The world is an exceptionally complicated place. There's more and more "noise" out there. Things are moving too fast to keep up. People really appreciate clear, easily understood communication. It's a great differentiator (especially if you competitors try to dazzle with jargon and technical details).

KISS - Keep It Simple, Stupid. :-) - by Ed McLean
I know I talk too much especially with the paperwork. :( But I'm working on it. :) - by Thomas
Hi thespecialist,

I mostly agree with your point. But it seems like you're really suggesting that salespeople need to "be focused in their presentations" and "salespeople shouldn't talk more than they need to" more than the concept of "keeping it simple?" I'm just thinking that some sales are very complex and the issue isn't simplicity so much as it is focus and spewing salespeople who talk to much!

The best to you! - by Skip Anderson
The paperwork cannot be explained to the point that the client wants to pay more attention to the paperwork then he did towards the entire presentation. AGAIN, forget about yourself and keep it SIMPLE!
This is great advice. How do you personally decide what information is necessary to pass on and what isn't? - by Liberty
when you make the sale,shut up .don't talk them out of it.thankfully i learned this very early on.shds; - by easyrider1
Keeping something simple to sell simple and making something more complicated or complex to sell also simple in it's components is the goal - skip is right about focus.

MitchM - by MitchM
Nobody cares how much you know until they know how much you care.

Our sales cycle is 3-6 months, not 10-15 minutes, but I think this is a universal rule.

Few sales people understand the value of listening and the value of silence following a qualifying question - the good and great ones do. - by Eric Count5
Focused and attentive listening isn't something easy to arrive at for most people, is it. Reducing or turning off a noisy clutter of thought so that one can hear what's being said and implied OR isn't being said but needs to be addressed is one of the keys to achieving simplicity.

The virtue of silence is one of empowerment and freedom given to the prospect which in turn produces mutual trust and empowerment and freedom for the seller. Cycles have to be recognized and respected.

Good insights, Eric - causing me to embellish a little. Thanks!

MitchM - by MitchM
Simple is good but not at the expense of building rapport (with an eye towards true, long-standing relationships).

I'm sure that most companies are accosted throughout the day by myriad SRs selling everything from stationery to professional services. If we "over-stay" our usefulness, we risk taking too much of the acount's time. Sometimes, it's better to build the relationship with more than simply the decision-maker (saves his time and provides you with a broader insight into the business).

In my first sales job (3M in Ottawa), we had this line about, "... who was that masked man..." in reference (generally) to competitors who blew in, left a brochure and card then blew out! I've actually been sitting with a decsion-maker when another SR opened the door without knocking, apologized, ("can't stay"), dropped a brochure and card, saying, "...I'll follow-up with you in a couple of days..."!!! I was embarassed for all SRs out there ...

SUGGESTION: don't waste anyone's time (client's or yours) by working to "skinny-down" your pitch.

Good luck & Good selling!
Pat - by OUTSource Sales
SUGGESTION: don't waste anyone's time (client's or yours) by working to "skinny-down" your pitch.
I agree, Pat. Short-cuts rarely achieve the desired result.

Skip Anderson - by Skip Anderson
"SUGGESTION: don't waste anyone's time (client's or yours) by working to "skinny-down" your pitch." -- Pat

Conversely speaking, neither is it productive to waste anyone's time (client's or yours) by working to over expand or amplify your pitch which can have the same unwanted negative effect as one too sparseley put.

Having worked with distributors around the country in one-on-one and group trainings, communicating effectively - learning the proper uses of brevity as well as explication; and acquiring listening and questioning skills - is a challenge to:

1. learn

2. do

2. teach

We've found that what follows a "want to" in the form of questions and answers leading to trust, respect, and completing a sale AND how that relationship becomes of critical value today and tomorrow is at the heart of immediate and long term success.

MitchM - by MitchM
Conversely speaking, neither is it productive to waste anyone's time (client's or yours) by working to over expand or amplify your pitch.

MitchM
I don't think Pat was suggesting that anyone should "over expand" a "pitch." Thorough and complete is quite different from "over expanding". - by Skip Anderson
I paid tribute to Pat's post and showed a comparative position equally necessary to understand. Skip. Perhaps you missed the intent and scope of my post. I wasn't being contrary by using my contrasting adjectives -- thorough and complete are as necessary as brief and to-the-point AND as I wrote, Skip, "learning the proper uses of brevity as well as explication; and acquiring listening and questioning skills." -- MitchM is crutial to learning, doing and teaching.

In that context - if you follow me - explication might be good synonyms for your words "thorough and complete."

Skill in communication requires taking all of that in and refining one's self through that mastery which will result in "relationships of critical value today and tomorrow which are at the heart of immediate and long term success." -- MitchM

Perhaps this will lead to further discourse on a great thread, Skip. I appreciate the change to further define and refine because of what you posted.

MitchM - by MitchM
KISS....Keep It Simple Stupid. The more you talk the less you listen to the needs and then a sales person can possibly sell themself right out of a sale, whereas if they just Shut Up....the consumers needs can then be met.

Success,

Rory Wilfong - by rwilfong
What you've just posted has been my experience, Rory. I'd never diaparage anyone whose success has come about in other ways more verbose or different than mine and at times our sales conversations are very lengthy.

Pat posts: "Simple is good but not at the expense of building rapport (with an eye towards true, long-standing relationships)." and that's good sense and makes an important point. Experience gives us the ability to gage these things the beginner has yet to learn.

BUT your point about listening is sublime and without replacement!

The best of the best to you.

MitchM - by MitchM
Keeping things simple is almost always the best approach.

Each of the people we go out and meet with are presented with a thousand things a day, competing for their attention.

If you've been given an opportunity to take up a bit of that time, then get to the point. Your prospect will appreciate it.

Localman
Simple Sales Tracking - Get Organized. Close More Sales - by localman
Weekly Updates!
Questions and Answers about Selling
Subscribe to our mailing list to get threads and posts sent to your email address weekly - Free of Charge.