Sales is a profession, and unfortunately, it’s a profession that many people fall into or default to as a last resort. So what does it take to be successful in sales? Is it the right profession for you?
Sales Is A Profession, And It’s Not For Everyone
Sales is a profession, and unfortunately, it’s a profession that many people fall into or default to as a last resort.
As a result, sales leaders waste a lot of time trying to fit round pegs into square holes. So what does it take to be successful in sales? Is it the right profession for you?
We know that the internet has changed the game of sales. The prospect is more educated. Many target prospects are researching you and your company before they ever engage in a formal dialogue.
Even back in the yellow page days of prospecting, the best salespeople had a script and a planned approach to their cold calls.
Fast forward to the information age and you will still see that the best salespeople are prepared.
When asking their best clients for referrals and introductions, they have a one-sheet referral page prepared that helps clients recognize referable opportunities.
When prospecting, the prepared salesperson has developed a customized value proposition by industry, position, trigger events and trends— not just a generic ‘here’s what we do’ elevator pitch.
Build and Maintain Relationships
Contrary to many current publications, relationship selling is not dead. Prospects and customers don’t want a professional visitor showing up to shoot the breeze.
They also don’t want just a technical expert with absolutely no personality or heart running the meeting either. The best salespeople build relationships and bring specialized value to the meeting. Value is added by being a shortcut and a problem finder. Value is added by doing something very simple: doing what you said you would do!
Some Things Never Change
Change is the one thing we can be certain of. However, some things in sales never change.
You are almost guaranteed to create your own success when you buckle down and do the work, stay prepared, and build relationships.