Best salesman ever? You decide
Difficult To Sell This Way
As entertaining as this video is, the truth is, it is very difficult to really sell this way, for a lot of reasons. Is he the best salesman ever? If this video was filmed in 1972 then maybe. There is so much more sophistication today in the success you might have in selling. Sales is a wonderful, lucrative career but if you do it wrong, old school and pushy, you will not be very successful today. So is he the best salesman in the world? You decide.
What Does It Take?
There are a few things that make you successful today in a more sophisticated environment. What does it truly take to be the best salesman ever?So what does it take to be ‘the best salesman ever?’ Here are a few things that will create some understanding.
So what does that mean? Prospecting is a mix of activities that include; networking, building strategic alliances as well as cold-calling in some instances.
Pre-qualifying Every Opportunity
What I do not mean is to run down the list of questions to qualify a prospect. What I do mean is truly creating engagement between the prospect and sales consultant to see if there is a fit, whether there is or there isn’t.
Set an appointment only when both have agreed
The agreement that there is a potential ‘win’ for both the prospect and the salesperson is the key. Once this is established, the appointment should include a discussion and TRUE understanding of the issues they are having, why they are having them and how are they affecting the organization. Additionally, talking about investment and cost, in at least general terms is imperative as well as what the net step will look like completely.
Once the appointment is complete, putting together a recap of all that was discussed and agreed upon is a strong movement toward a strong close.
Your recommendation is what I use instead of the words ‘proposal or quote’. You should be recommending the proper solution based on what they have told you, nothing more, nothing less.
Today to be the BEST salesman, which of course is a salesperson, takes a lot more consultation and a lot less presentation. Today listening is the most important aspect of selling. Yes, we have all heard that before but, we often listen for an opportunity to talk…big problem. Most prospects need to self-realize the true issue and that you are the one that can solve it. It rarely comes from the salesperson, yet a salesperson who understands consultative selling will help that prospect self-realize the need. Powerful.