Sales is 90% Science and 10% Art

So many people I meet and work with have the wrong idea of what it takes to be great at sales. Many say it's about personality, others say it's about contacts and very few see it as a science. That's the first big mistake!

Yes, personality is important in that you have to be courteous, respectful, show an ability to read situations, respond, genuinely want to develop relationships for the long-term and be able to articulate the value of the product / service you sell. But the real silver bullet of sales is "activity". Plain and simple, you reap what you sow.

In 2017, buyers have access to so much buying information that they often come to the table so aware of the options available to them that they are looking to the sales person to augment the meeting experience with case studies, examples and competitor differences. So now more than ever in the history of sales, a salesperson has to have exceptionally strong product as well as industry knowledge.

This knowledge driven approach coupled with an activity driven sales pipeline process is the platform through which to create and build a scalable and repeatable sales process. It becomes something that can be learned and by "learned" I don't mean in a scripted way (although some aspects should be...) and in essence it becomes a science and a science is something anyone can learn.

What does this mean?

The good news is that sales is a science that anyone can learn, progress easily tracked and the process developed for all to see based on the ongoing sales journey both companies and their salespeople are one. It's no longer a "cloak and dagger" profession and the word "profession" is more important now than ever. It's ironic what you think about it really.

I mean if sales is the heartbeat of any company then why is it given such little air time when it comes to formal training. In my view there is too much time spent of strategy and too little time on execution. Sales is all about execution which in many ways is the driver behind me creating this course.

The bad news is that you need to "Up Your Game" to stand out from the crowd, be the vendor who brings more than just a product or service to the table and genuinely look to build long lasting relationships. A buyer can spot or smell a "short-term" sales person a mile off and this is so off putting not just of the sales person but of the company they represent.

On the flip side, if you are professional, committed and put the customer at the centre of the sales journey (I mean really put them at the core of what you are about) then the future is bright because guess what? Buyers like dealing with professional sales people!