I know your boss thinks you are Superman or Wonder Woman sometime, right? Hey, it comes with the territory. But, in all honesty there are some secret sales skills—some almost superhuman powers each sales pro must posses.
So, you got your first sales job! Congratulations and welcome to the greatest profession on the planet. You are joining a long list of some of the most influential people in the world of business—all who started out in sales.
The Andy Griffith Show ran for eight seasons on CBS from 1960-68 and is without question one of the most popular American television shows of all time. Many (like me) have seen every episode so many times we can quote lines from it as the show is running.The story centers around Andy Taylor, Sheriff of Mayberry, NC. However, recently I began noticing the traits Andy displayed would’ve made him one of the greatest salespeople in the world.
Andy was compassionate From Otis to strangers passing through town, Andy exhibited a compassion we should all aspire to. On more than one occasion he took “Old Man Weaver” to task over something he’d done at his store–or worse–trying to evict a family with a pregnant wife from rental property.
Many times, we, as salespeople forget what we are trying to achieve. I’m guilty, you’re guilty, we’re all guilty. Let me clarify what I mean: sometimes during the sales process, we forget what our immediate goal is; what is the next step in the process?
There’s one question I teach all salespeople to ask themselves prior to every meeting with a prospect or even a client: What is my goal today? Simply, what are you trying to achieve with this meeting?
If you’re early in the sales process your goal is simply to move the relationship along—gather more information, learn more about your prospect, find out where the “pain” is. Not every meeting is about closing the sale and rushing the process can kill a sale quicker than anything.
As a professional salesperson, I feel our time is as valuable as that of any other professional whether that’s a doctor, lawyer, dentist or whoever. But, we have to establish that value and hold ourselves to it. By creating a sense of value in your time you elevate your status as a professional in the eyes of your customers, prospects and colleagues.
It’s an important step as we work to “professionalize” our profession.
For instance, unless it were an emergency could you get an appointment with your doctor or dentist by just walking in out of the cold? I doubt it. At the same time, what does that say to a prospect if your schedule is such that you can just pop in unannounced and expect an appointment?
“This guy must not be too busy,” is probably what they think.
One of the biggest buzz words/phrases to hit professional sales in years is social selling. While many believe they know what it means, I find many to be a bit confused.Instead of defining what social selling is, why don’t we take a moment and see what is is not:
I've got some news for you and this may or may not come as a surprise, but your business will fail not because you’re not good at what you do. More than likely the reason why your business will fail is because you’re not good at sales and marketing.