What's Your Problem?
I love when someone says during a sales workshop,, “I’m in the problem-solving business.” “Great,” I answer. “I was diagnosed with cancer several years ago. Solve that!”
I actually was diagnosed with cancer but thankfully, I am now cancer-free. No help from a sales account executive, though. Most sales people think sales are all about solving people’s problems. They don’t realize that most people can and must solve their own problems. Great sales people assist them in the process.
For instance, your hot water heater is broken. You can’t take hot showers/baths or wash clothes and dishes. Do you need a sales person to tell you what to do? Do you know the difference in BTUs, electricity and gas heaters, tankless heaters, etc.? Most of us don’t, but we can find the answers online.
But to actually obtain a local hot water heater that does what we need and have it installed takes a resource that most people don’t have access to on their own. It takes a great sales person who can assess needs and deliver competent and affordable results.
There are Three Skills you need in sales that you can’t do without, but most account executives usually try to skirt them... and they fail. You will also fail if you don’t practice ALL three skills.
1. Make calls. I have taught sales training for over 15 years. No matter how much I train people, they still want to avoid making calls. I even challenged a group of speakers to follow my sales script for 90 days and then call me if they had any questions. My stipulation was they had to make 15 calls per day.
After 90 days NO ONE had done what I asked. Why? They wanted an easy way out. They tried some quick way to get out of making calls and be successful.
You can’t be successful in sales without
This is a non-negotiable. You will always have to make calls. When Honda Accords were the biggest selling car, many salesmen said that all they had to do was take orders. Two years later, most were out of their car businesses. They hadn’t planned on the day when they would have to make new sales calls.
There was one year that I was so busy on the road I made fewer calls. The following year was my worst year. I hadn’t made the calling a priority the the previous year and I paid a hefty price for it.
Zig Ziglar said, “Timid salesmen have skinny kids.” If you aren't willing to make the calls...