KISS and Sell
If, before a sales call, you were to write down all the questions, all the areas to cover as suggested by sales training and books, you would have a very long list. The list would cover every aspect leading you theoretically, logically to a successful conclusion.
It makes sense, but when you actually pick up that phone or meet that person, reality rudely interupts the theory.There is simply not enough time to cover every base, investigate every pain/problem. Your prospect doesn't have the time to follow the theory.
The skill of successful sales people then may not be that they follow the processes and theory, but that they can understand and decode the theory and pick out the handful of questions/actions/statements that matter in the real world. KISS: Keep It Simple, and Sell.
