SOAR TO SUCCESS / Feature Article refresher courses on the proper sales techniques. We ask our clients to tape a typical sales call, we analyze it and use it to teach them to improve their pitch. After the price is given, the sales person must not speak. They cannot defend or apologize for their pricing. Silence in a sales presentation is very powerful.” The most difficult thing in the sales process is rejection, or not making the sale. Simon helps his clients understand that making a sale is simply uncovering the truth together. “Through talking with a prospect, a need is found and then you just help them find a solution to that particular problem. Much like you would do with a friend.” He also shared the importance of watching the prospects body language. “When initiating a sales discussion, it is important to watch the customer’s body language. Are they interested? Are they moving forward? Do they ask about the offer? Do their eyebrows go up or down during the conversation?” Strategy Sprints In his book, “Strategy Sprints” Simon has created a cookbook, or a template for diagnosing and solving growth problems for businesses. “When I sit down with my staff and discuss lower than expected sales numbers, we usually end up going back to a certain chapter in the book and find a step that we have skipped in our own marketing process.” The book has 12 chapters, or ‘Sprints.’ They do not need to be read in order, a reader can
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