Trying to develop a rock (no pejorative intended) seldom works. Sales managers often impose their beliefs about selling to their salespeople. Hi - good issue. Sales is helping the buyer buy what they want. Another example is the hula hoop. Isn’t the typical choice, “my way or the highway"? Obviously, there is much more to sales than this, but it's fun to say:-) When sales professionals focus on refining their leadership skills, results happen. Sales Effectiveness Consultant, Trainer and Coach, Posted by: There is minimal pro-activeness and hope is the main strategy of this system. You get the picture. It is amazing into how much detail many can breakdown both team’s strengths and weaknesses. Posted by: http://www.villadelpalmarloreto.com/, Posted by: 06/27/2010 at 11:22 PM. There is a huge difference between buying gas for your car and buying a car. Let their sales team talk about football, baseball, golf or mixed martial arts and listen for the detail. Don't lose the passion! You can’t sell if you can’t lead, and you can’t lead if you can’t sell. Every time I ask sales executives to define ”selling,” I get answers like these: Selling is a process of persuasion to get a prospect to take action. In my "Primordial B2B Sales Management" ebook, based on my CSO to CEO(s) evolution over time, I review that there are four quadrants in that regard, each with very different skill sets involved for success. Posted by: Selling is an art. Why can’t they have that same detail and passion in own profession, sales? Thank you for your shaving. Co-Founder Jigsaw, Posted by: Successful salespeople have several traits, including the ability to build relationships and the ability to listen to customers. Sell is a two step process, Find & Give. You blog is very different from other blogs. Kevin Jessip | discount coach | Selling is a process and if you wish to control the end result you must control the process, which is so to say that a salesperson must know the right questions to ask, to whom and when to ask them and then have the ability to listen to the responses so as to ascertain if and how they should move the process forward, ultimately ending with a win-win scenerio for all parties involved. If you define selling as a science, then you will try to deploy more scientific tools to achieve greater sales. Not all sales transactions are equal. If you sell outside your primary selling style on a continuous basis, you are in danger of becoming unsuccessful. Selling is finding a need and filling that need. The sports mindset is a must to reach the top levels of the sales game. Larry Duckworth | If you sell fertilizer, you’ll tell people how great your fertilizer is and how much they need to buy it. BCS, MX Sales managers and sales professionals will also be amazed at the detail and passion people have for their favorite sports teams and favorite athletes. salesguy The question I will leave you with is why do people put so much time learning and studying their favorite sports teams but will not put the same time and passion into learning and improving their own sales game? At the heart of selling is value, the value as defined by the customer’s unique situation. | 3 Sales Presentation Trends You Can't Afford to Ignore ». We have shifted from a predictive approach to an adaptive approach. Take a moment to think about what the word ”selling” means to you. If we educate a buyer and we ask the right questions that will walk them through their own buying process, they will eventually ask you to take their business. 08/12/2009 at 12:36 PM, Gerhard- Find= Consulting an agreement to buy a large number of tickets at one time for a concert, play etc. Phil Lauterjung | In the first instance of buying gas because the tank is empty, there's no persuasion involved. Most of them are as rigid as a camshaft. 08/12/2009 at 12:49 PM. Posted by: “Salesman with a dream” Everyone has a different definition of the word “selling.”. Selling is a transaction. What a wondeful blog. Posted by: But they're fun and can be a form of exercise. Ashith Kunder | But if you go beyond the product itself and figure out what it is that people really want, you’re more likely to hit pay dirt. We’ve shifted from a delay economy to a real-time economy. Posted by: Durham, New Hampshire 03824 Selling is finding needs that your product or service can impact, but then gaining agreement from a d.m. To be able to do so, they must understand and adapt to how the customers want to buy. 08/12/2009 at 12:20 PM. Susan Ward wrote about small businesses for The Balance Small Business for 18 years. Here Are Six Ways To Do It Better, Resilience: How to Embrace and Learn from Mistakes, Three Essential Attributes of a Modern Sales Effectiveness Solution, Preparing to prospect in 2021: What we already know, How to Make a MAP that Customers are Desperate to Use, Remaking The Discovery Call For a Virtual World, The Top Three Sales Coaching Challenges Facing Sales Managers Today (and How to Fix Them).