Discover the differences and mindsets between a salesperson and a sales professional, beginning with the act of selling vs. sharing and solving.
- Whether you've been a professional sales person for 30 years or you just started your first sales job yesterday, the number one thing that will ultimately determine your success day in and day out, is right between your ears. It's your mindset. Recently, I was speaking with a sales person who was attempting to convince me to use their service for my company. After a brief hello, how are you, thanks for taking the time to speak with me introduction, this sales person launched straight into their pitch. It was all about how great they were and a list of facts about how their solution was the best. Within the first five minutes, I was starkly reminded of the distinct difference between a typical sales person and a true sales professional. It's the pushy, over aggressive, self focused sales person that perpetuates the stereotype. The reality is, sales is a noble profession. In fact without it, the economy would grind to a screeching halt. Most sales people wake up every day with fear, fear of rejection, fear of failure, fear of not hitting quota, et cetera. It's that very fear that drives us inward in our focus. And that mindset causes the unintended consequence of distrust and disconnect with our customers. The number one job of any sales profession is ultimately to solve the customer's problem. The issue however, is that many of us have been trained over the course of our sales career on how to ask leading questions, look for opportunities to present the facts, features, and benefits of our solutions, before we've earned the right or the trust of the customer. The most successful sales people are individuals who have a mindset of what I call the three S's. The first S is adopting a servant's mindset. What can you do to better understand the customer and their perspective? Now once you've done your best to view the world through your customer's lens, you arrive at the second S which is to share your experience and knowledge as well as the experience and knowledge of other customers who've had similar problems. Now once you've served and shared effectively, you've earned the right to help the customer with the third S, and that's solve their problem. The order matters significantly. This process of serving, sharing, and then solving builds authentic trust up front and leads the customer to a place where they genuinely want your help to solve their problem because they trust you. Assuming you now have the appropriate solution to help them, you've made a new customer and likely a new friend in the process. So here's a few key mindset evaluation questions to ask yourself. Do you genuinely care about other people's problems and find that you are typically empathetic towards them? Do you often share great ideas with others around great experiences that you've had? Maybe it was a great movie, a new restaurant, et cetera. When others share their problems with you, do you instinctively think of and potentially offer solutions to help them? If you said yes, then you already have the right mindset to be a serving, sharing, solving sales person. It's actually a lot more natural than you thought, huh? In fact, I believe that everyone in the world is a sales person. Do you come across in a way that perpetuates the stereotypical sales person or are you someone who genuinely likes to connect by following the three S's approach? When you approach your role from the serve, share, and solve mindset, you'll not only see your sales skyrocket, you'll find that your own job satisfaction elevates right along with your numbers.
- Describe the overall phases of a sales process.
- Explain how to perform prospect research.
- List and define possible motivations, as well as enabling situations for change.
- Describe ways to establish credibility and obtain commitment.
- Explain the elements of post-sales activities.
- Describe the importance of process in sales activities.
- Itemize steps in the process for obtaining commitment.