Can I Share a Secret With You About Sales? The Sales Call Itself Has Little To Do With Being Excellent!

After 20+ years of doing what I do (coaching, teaching, and consulting with sales folks, just in case you didn't know), I've learned some amazing things about people, and about the wacky engagement between two humans we call "sales".  One of the things I've learned is that excellence in sales has little to do with what goes on in the actual sales call. 

Seems odd doesn't it?  We trainers and coaches spend so much time talking about, writing about, and  preaching about how to act during a sales engagment -- how to open the call, question effectively, listen at deeper levels, and of course close like a hammer head shark.  And while these are certainly good things to learn and practice, they're not the most important skill sets in being excellent.  What I've discovered is that the secret to excellence lies in the BEFORE and AFTER of the actual sales engagement.  Here is where you can make your mark and separate your self from your competitors.

Look at it this way; any fool can memorize some clever lines, act like they care, listen a little bit, and maybe even have an effective closing story to get some deals done, but that's not what I'd call achieving excellence.  True, lasting, exceptionalism means doing much more than performing well in the sales call; to me, it's all about the prep and the post that separates the super stars from the wanna be's.

It's hard to really wow clients in a sales call.  First of all they may be used to being "wowed" by good performers, and you won't stand out.  They may also be so threatened, jaded, or defensive in the call that they really aren't paying attention to what you're doing anyway.  Plus, most sales calls are all about the seller winning, leaving clients feeling anything but open to being "wowed" no matter what you do.

So if you've been stressing because you don't feel you're that great in the heat of battle of a sales call...don't worry.  The secret to excellence in sales lies not in the sales call, but in what you do before and after. THAT'S where you can crush your competition!  

I'll talk more about how we can WOW people in the pre and post steps coming soon...stay tuned.

GB

 

Comments

[Trucks and Trailers]

Great share, its very insperational for people like us. Look forward for your next lesson about pre and post steps.

[GB]

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