Developing Sales Discipline: Here's What It Means To You!
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Send to a friend by YMAuthor: Dr. Gary S. Goodman
In an earlier article I asked whether selling is more of a skill or a discipline.
My take on it: It comes down to about 80% discipline, and 20% skill.
Some people took umbrage with my view, probably because they want to glorify this fine occupation of ours, making it seem difficult, and therefore somehow more professional.
But the real difficulty is summoning the discipline to do what has already been proven, in millions upon millions of transactions, over many decades, to get buyers to buy.
In an earlier article I asked whether selling is more of a skill or a discipline.
My take on it: It comes down to about 80% discipline, and 20% skill.
Some people took umbrage with my view, probably because they want to glorify this fine occupation of ours, making it seem difficult, and therefore somehow more professional.
But the real difficulty is summoning the discipline to do what has already been proven, in millions upon millions of transactions, over many decades, to get buyers to buy.
For instance, it’s well known that smart practitioners sell benefits and not features, alone.
The car salesman doesn’t simply push a hybrid because it consists of two styles of propulsion under the hood. He talks about its overall economy and efficiency, which during the course of ownership will add up to big bucks, especially as gas prices soar.
That salesperson has learned to say: “This is a hybrid, AND HERE’S WHAT IT MEANS TO YOU.
That “meaning” phrase is crucial, not only because it prepares the client to hear the benefit. It is a prompt to the seller himself, to ALWAYS SELL THE BENEFIT after he has mentioned a feature.
This is sales discipline at work. It isn’t something we do some of the time: We must do it all of the time.
Likewise, the ABC’s of selling, as you’ve probably heard, are translated as follows: Always Be Closing.
There should be no such thing as a sales talk that isn’t driven to a close, or an objection that is countered that isn’t followed by a close.
You have to ask for the sale; that’s basic, and once may not be enough.
What makes you ask, over and again?
You’ve got it: discipline.
Remind your salespeople about its importance, and if you sell on your own, keep selling yourself on what discipline means to you!
Dr. Gary S. Goodman's Last Articles :
Succeed With Three Magical Words: I'll Start Over!
Don't Ask "Who Will Let Me?" but "Who Will STOP Me?"
Selling & The Art of The Bonsai Tree
The Sales Journey: From A Beginner To A Know-It-All and Back Again
Sales Hint: USE EVERYTHING, Including Rejection!
Selling: You’re Playing a Game Where You Fail More Than You Succeed
Sales Managers: DO YOU CARE About How Well Your People Handle Inbound Leads?
Management’s Mixed Messages: We’re High Achievers, But I Love Average Producers!
Developing Sales Discipline: Here's What It Means To You!
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