As technology moves forward, it's easy to be tricked into looking for shortcuts in selling. Is there a trick to selling more with less work?

In 21 years of selling, I've found only one trick. The trick is that there ain't no trick.

While technology may replace last year's gadget, it can't replace human effort. If it could, then sales would increase as technology increases. That doesn't always happen.

Why? Technology is a tool. Selling is an art. Technology only displays a picture. Selling paints a picture. Selling builds rapport, it smiles, and serves up good handshakes. Technology can't do that.

THERE'S NO TRICK #1: Believe in what you do. Do you believe in what you sell? People believe in people that believe in themselves. And love your customers. People don't care what you know until they know you care. When people know that you care, you become a success magnet.

THERE'S NO TRICK #2: Learn to sell what your product does! Ron Popiel doesn't sell what the Ronco rotisserie is. He sells what it does! "It cooks a twelve pound turkey with less energy that it takes to operate a hair dryer!" Value is what people buy. Great presentations never go out of style.

THERE'S NO TRICK #3: You must be willing to do the work. Embrace the internet, PDA's, and email, but stop sending pre-printed "Form Letters." What do you do with pre-printed "Form Letters" when YOU receive one? Send hand written "Thank You" notes to stand out! World class salespeople don't just fall into sales anymore than world class divers just fall into a pool. Stick to fundamentals. Stick to basics.

I once heard a customer say to a master salesperson, "I was going to buy it the whole time. I just wanted to watch you sell it to me." Understanding the real trick empowers you to artfully sculpt shoppers into buyers. People listen to masterful salespeople.

Don't you?

Chris Alford is a father, a North Carolina native and founder and president of Motivate America, Inc. and Chris Alford Concepts, two leadership training companies specializing in dynamic educational programs.

http://ChrisAlfordConcepts.com