I've been struggling with this question since last December. There are so many areas you could focus on, that it's sometimes difficult to even know where to start. To keep things simple, I wanted to narrow it down to just one piece of advice you can't sell without.
Initially my thoughts went to value propositions, something you've heard me stress over-and-over. Strong ones are absolutely critical in today's market. But after debating that for awhile, I started focusing on questions. I wouldn't be where I am today if without my excellent questioning skills.
But perhaps I asked good questions because I loved learning new things. So maybe I'd have to tell people to "be more curious." That still wasn't quite right - lots of curious people were lousy at sales. Finally, I was sure I had it. Preparation was the answer. Everyone I knew who did well in sales has always done their homework. But immediately doubts started creeping in again. I'd seen people invest a ton of time preparing without getting results.
Clearly this was a provocative question with no easy answer. So last month I contacted the people at Rain Today with an idea to pose this question to a bunch of experts. They did - and the results are in!
In The One Piece of Advice You Can't Sell Without, you'll learn what I finally decided is most important. You'll also find advice from:
- Seth Godin, author of Small is the New Big & Purple Cow
- Sam Reese, CEO of Miller Hieman sales training company
- Alan Weiss, author of Million Dollar Consulting
- Mike McLaughlin, Deloitte Consulting, author of Guerrilla Marketing for Consultants
- Paige Arnof-Fenn, CEO of Mavens & Mogels, columnist for Entrepreneur
- Mike Schultz, Publisher, RainToday.com
- Keith Ferrazi, author of Never Eat Alone
- Paul Dunay, Director of Global Field Marketing, BearingPoint
- and more ..
Download The One Piece of Advice You Can't Sell Without now. It's definitely a worthwhile read!
WOW Jill - you were right again!
There may NOT be only one key concept, or one panacea that fits all. It is NOT just one simple ideal - or "magic" key for the successful salesperson. Rather it is the true synergy of the many concepts from many perspectives and from many expert's opinions.
Once again, as you have proven and shown via this Rainfall of expert advice, I still believe and consider the consultative selling approach as the strongest value proposition.
All of these professional opinions reflect a common thread of UNDERSTANDING as the key ingredient for the successful recipe for selling in the 21st century!
Posted by: Bob VL | 08/14/2006 at 08:30 AM
I've seen all kinds of sales people at work and all kinds of sales approaches. The one thing that I can say here is the truly successful ones come from the heart. All the techniques, the ideologies come together naturally when the focus is right.
Posted by: Claude Bourgoin | 08/14/2006 at 10:24 PM
Thanks Jill for the pdf, it is full of good advice. (I really like Seth's work!)
As far as I am concerned, the most successful sales people are the ones who build credibility and trust, from the very first second.
To achieve that, you need to
a) do your homework and understand your industry (trends, regulatory context, competition), and the challenges/concerns of your prospects
b) listen, listen, listen!... Let your prospect talk, share good info, and gather as much valuable info as possible.
c) share your experience, show you understand the industry
d) control the meeting, and agree on the next step (YOU will send an email, YOU will call him early next week, YOU will contact his colleagues...)!
Congratulations for your excellent blog!
Cheers,
Chris
www.Visible-Networking.com
www.Visible-SalesManager.com (still a draft!)
Posted by: Chris Langlois | 08/16/2006 at 03:45 AM
The one peice of advice I can't sell without... know your customer!
As demonstrated in this 120 second clip: sales training video meets "The Office" on YouTube http://www.youtube.com/watch?v=MSqXKp-00hM
Posted by: David Manning | 08/18/2006 at 10:41 PM
Right on, Jill - what a tremendous resource this e-book is. Bravo!
Lori
Lori Richardson
www.scoremoresales.com
Posted by: Lori Richardson | 08/30/2006 at 08:49 PM
All of the people and companies your recommend are very useful but I found that Dale Carnegie is also very great. I've taken their sales training course and had several of my employees take it also. We have all found it to increase morale and increase sales.
Posted by: Sales Training | 07/23/2008 at 11:16 AM
All of the people and companies your recommend are very useful but I found that Dale Carnegie is also very great. I've taken their sales training course and had several of my employees take it also. We have all found it to increase morale and increase sales.
Posted by: Sales Training | 07/23/2008 at 11:17 AM
All of the people and companies your recommend are very useful but I found that Dale Carnegie is also very great. I've taken their sales training course and had several of my employees take it also. We have all found it to increase morale and increase sales.
Posted by: Sales Training | 07/23/2008 at 11:18 AM