Sunday, July 22, 2012
Products Selling Art Of Science For Modern World
What is critical is that your business sales and marketing leadership must generate excitement, spontaneous enthusiasm, buzz and traffic. Selling is a process. Sales people, in general and as a whole, are independent and do not respond well to tracking their funnel-unless the process or system helps them close more deals.
Absolutely people buy from people. Absolutely the value you add to the product or service you offer as a sales professional is critical - but your superior performance is often offset by your under-performing colleague.
Selling, as it impacts your business, is a science.
What is critical to your business and its sales force, as a whole, is it must know how to capture leads efficiently and effectively, how to consistently follow up with those leads with a process that eliminates a leaky funnel, how to convert those leads into advocates by creating an experience surrounding their purchase. Your business must have a sales team that knows this system will only enhance their performance through increased opportunities and conversion of leads to customers. Your sales team will create more sales when your process enables them to spend all their time in front of their prospect. Your sales only be as good as the sales leadership. Your companies gross margin well only improve as far as your sales leadership excite, support and recruit/train top sales talent.
So at the individual level, selling is an art.
I am not that good of a sales person. But I have always been in the top 10% of whatever I chose to represent in a sales capacity I've trained trained hundreds, one at a time, who are better sales people than I am. But 90% of those I ended up outperforming - because I out worked them, put myself in front of more qualified opportunities day in and day out, and matched my charisma with my scientific approach.