Yes, we are going back to the basics.  Why?  Because when you are losing races, your track coach will tell you to focus on not allowing your arms to cross the center line of your body, keep a loose grip, and more.  If you want to make countless sales, "getting back to the basics" is the surest way for you, and your team, to improve your conversions which equates to an increased bottom line.  "Sloppy selling is an unafforable luxury," says author and coach Anne Miller.  Knowing how to ask the right questions so you can effectively feature and benefit sell with a smooth, polished, and natural approach is a critical and very affordable luxury within your reach.

We all know that the easiest way to sell your products and/or services is to info spew about features.  But, this is lazy selling and gives our customer no compelling reason for reaction.  We should always take our selling to the next level; we should always first ask questions (discovery) so that we can then cater our pitch to include the benefits that are most appealing and inspiring to make our customers buy. 

Simply do one major thing from your to-do list before you do anything else each day.  That means before you check email or phone messages, before you do the social rounds at work or stop by the water cooler.  Do not pass Go, do not collect $200, do not start playing Monopoly or Angry Birds.   Do not do anything else until you've moved ahead a major project or goal in your life.

- Craig Ballantyne, Early to Rise

It seems that some businesses have over-complicated delivering good, solid customer service.  The focus is often on technical processes rather than a genuine, natural service flow.  For example, a service person will think, "I have to do this first, this second, third...etc."  The result of that is an impersonal disconnect with the the customer who is trying to do business with that company.  We have all been on the receiving end of the person behind the desk or at the checkout counter who is so lost in their "processes" that greeting the customer, helping them, or taking their money will only happen when they have finished their paperwork, computer transaction, conversation, and so on.  A big miss.

Avoiding the things you need to do doesn't actually help you avoid stress.  That math test is still going to be there tomorrow.

-Trevor Romain & Elizabeth Verdick, Stress Can Really Get on Your Nerves!

It is a very competitive and fast paced consumer world. For your business to thrive, you must take the time to learn (and know) your product, competition, market trends, economic factors, and current events. Customer relationships have to be built and accounts must be qualified.

How can you qualify and build customer relationships?  First, inquiring about the customer’s key needs and objectives are questions that must be asked during the sales process. Then, by understanding the needs of the customer, your sales process and pitch can be custom designed to match his/her key needs.  What's better?  Your customer will know that his/her needs are being met when you take the time to uncover his/her wants.  This will lead to loyalty and ongoing sales, which also results in a strong relationship.