“New ways of thinking and acting are now required for sales success.”
Selling to Big Companies by Jill Konrath, page 29
Chapter 4: It’s all about making a difference
Note: Don’t let the title fool you. The material in this book pertains to all sales professionals regardless of the intended prospect.
Today’s quote got me thinking and I want to address it today from a different angle.
It is true that we all have more sophisticated clients since they, too, have immediate access to more information at the push of a button. When I entered the sales field years ago, there was no such thing as social media or some invisible filing system known as the “cloud.” I was taught that selling was a contact sport, and that cold calling was an integral aspect of the professional sales person’s DNA.
Back in the “Old” days, terms like (1) overcoming objections, (2) up selling, and (3) closing the deal were branded into our daily activities. Times have changed.
Although I still believe that selling is a contact sport when it comes to small businesses and local entrepreneurs, they do have to deal with some new twists and turns.
The professional activities of lead generation, questioning, listening, and follow through on details sum up today’s salesperson’s job description. You can toss in persistence, self-confidence, and a genuine interest in helping people if you want to put some spit and polish on your resume.
Now that I think of it, maybe the only significant adjustment in the salesperson’s thinking today is to recognize that they are dealing with intelligent prospects, in that relationship development has slowly surfaced as the primary differentiator.
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