Have you ever heard the sales manager who has said “I want all my people to use SPIN Selling” or “Our organization uses Relationship Selling”?
While these and the dozens of other methodologies can help increase sales, the formula for sales success starts with the individual Sales Professional as a person.
When it comes to applying the art of sales, Sales Professionals are much like fine craftsman. They have a passion to create and a tool box containing tools for just the right situation.
Just like the fine craftsman, someone who wants to become a Sales Professional realizes that a sales gimmick or one sales methodology alone will not set them apart.
Both professions require a tool box filled with just the right tool for the right situation. Sometimes it might be SPIN Selling; sometimes a customer requires a Consultative Selling technique. And there are many customers that require little more than a reassuring, heart-felt smile and thank-you.
Once Sales Professionals have filled their tool box, they have to figure out which tool with which customer in which situation to utilize. This is where it gets tricky for Sales Professionals.
As a fine craftsman, you see your work. You see what every cut, scrape, etch does to the piece of wood you are working on.
As a Sales Professional, you are so in-tune to listening that you often miss many of the details of a conversation, both verbal and non-verbal.
Hopefully, you are lucky enough to have a sales coach. Someone who will watch as you take out the wrong tool and lose a sale, realizing that this is your opportunity to become better and never make the same mistake again.
The silver bullet, golden egg or one secret to sales success does not exist. If you truly want to be a sales professional, it takes dedication, training, coaching and a willingness to accept that customers are different and require different tools.
Founder and Managing Director