What is the Difference Between Good Sale and a Great Sale?

The difference between a good sale and a great sale lies in the approach, mindset, and techniques employed by the salesperson during the sales process. While both good and great salespeople know their products, understand their customers, and achieve their sales targets, the distinguishing factors between the two are as follows:

1. Focus: Good salespeople focus on selling, while great salespeople focus on understanding the customer's business and creating a vision using gap analysis.
2. In-depth knowledge: Great salespeople have a comprehensive understanding of their customer's business, industry players, competitors, governmental regulations, trends, and business models, while good salespeople have a high-level understanding of their customer's business.
3. Selling techniques: Good salespeople tell, explaining the value of their products, while great salespeople ask, probing and investigating the client's point of view and needs.
4. Emotional connections: Great salespeople make emotional connections with prospects, understanding their motivations and building trust, which is crucial for making sales.
5. Consistency: The biggest difference between good and great salespeople is consistency. Great salespeople perform at a high level in every sales encounter and maintain their focus, drive, and commitment to excellence.

In summary, a great sale is achieved when a salesperson has a deeper understanding of the customer's business, employs effective selling techniques, builds strong emotional connections with prospects, and maintains consistency in their performance.

Comparative Table: Good Sale vs a Great Sale

Good salespeople know their products and customers, but great salespeople go a step further by understanding their customers' needs, the industry, and its trends. They build relationships based on their expertise and create tailored solutions for their customers. They also practice consistency in their performance, treating every sale as a crucial opportunity to provide the best possible service.