Sales Ain't For Wwimps!
Sales Ain't For Wwimps!
Growing up I heard a lot of recommendations to go into sales as a career. Something about having no fear whatsoever of walking up to any stranger and talking to them as if we were lifelong friends. Heck, the way I saw it was that everyone wants a friend and all I had to do was be one. As I got older, and puberty was some years past, I learned the value of being charming and full of charisma. Probably learned more about sales in those later teen aged years than any other 5 year span the following 30.
But even with some success and being able to talk to anyone with some degree of charm, I still didn’t know beans about the world of sales and what it would take to be successful in it. Couldn’t tell you for the life of me why when it came time to close a sale my mouth started doing a little jig with the words and they came out with 5 times as many syllables as they started with. Hel-l-l-l-o? Why when it came time to ask the head of a company for an appointment, my brain got all mashed potato like and my knees emulated a San Andreas 7.0.
For some reason, it was much easier to re-organize my pencil drawer than make cold calls. I knew it wasn’t because I was afraid, because I was well known for talking to anyone. If you asked me, I knew the answers to any sales question and readily provided them to everyone who asked. In fact even if you didn’t ask, I was providing answers.
It wasn’t until one day a woman I had a slight crush on, after hearing some of my excellent and awesome, un-requested, and unrequited, wise beyond my years, sage advice, turned to me with a slightly disgusted look on her face and asked me point blank, “Michael, if you’re so smart, why aren’t you rich?”
Damn! That was a good question. I hated it but it was a good one. Not to be outdone in the moment, though clearly reeling from a well placed blow to the ego, I advised her that I would have to get back to her on that. She’s still waiting. There is a secret place in my heart that hopes she never finds this article…
For everyone else however, I will admit to what has become a lifelong study on what makes a successful salesperson. Guess what? It aint about charm or charisma, Ok, they help but plenty of folks without make a lot of money in the business. Ugly people make money in sales and to my dismay; I am discovering that men with male pattern baldness can make a living doing this stuff too.
So what on earth is the difference between KNOWING what to do and actually getting around to doing what you know?
One of the best series of answers I can find comes from intense studies in sales and human behavior. It seems there are 4 strengths that drive a sales person and 5 major weaknesses that will throw them into a big blue funk.
The strengths include vision, commitment, desire and wonder. Weaknesses involve value deficit, old tapes, money issues, buying style, and emotional intelligence. When we lack the strengths it doesn’t take much to destroy a sale. When we have too much weakness, we couldn’t sell our way out of a wet paper bag.
What is fairly disconcerting for a happy go lucky guy like me is that the more I try to reach out with charm and humor, the more I display a desperate need for approval from the people I am talking with. If I need a prospect to approve of me, how can I manage the negotiating phase of the sales effort in my companies and my favor? Frankly all I am doing is demonstrating that my win comes from my client telling me “he likes me fine.” Even if he says right after that something like, “but we have decided to buy from someone else.” Ouch.
So, to end up as successful as I have become, it was important to find ways of getting that need for approval met from someone other than a prospect. Same is true for every sales person. Same is true for each of the weaknesses. If you got one, and you probably have at least one, it’s costing you a few bucks every year.
If you’re hiring these guys, and if you hire salespeople you are, it probably makes sense to help them develop strategies to fix it outside of their selling arena. Otherwise it’s costing you lots of dollars every year.
It also explains why the guy who looks so good in an interview costs so much in non-sales when they get in the game.
For business owners like me who care a lot about sales and don’t have lots of time to do the activities, it’s critical to use selling time as efficiently as possible. And if you ever want to hear a really good question that motivates you to change your behavior, let me know, I got a good one that is still burning in my guts.
Michael Goodman is the President of USSalesForce, he is a recognized expert in the field of developing sales forces, and creating sales influence. He is the founder and moderator of AzSalesPros, a professional association for sales people over 400 strong and was recently ranked with the likes of Jerry Colangelo and Harvey MacKay as a person you would most like to run a sales meeting. Contact Michael at Goodman@ussalesgroup.com or www.usssalesgroup.com. For more information on AzSalesPros, see www.azsalespros.com.
Sales Aint For Wwimps - To learn more about this author, visit Michael Goodman's Website.
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The thing about sales you see is that it is a lot more difficult than it looks.
Growing up I heard a lot of recommendations to go into sales as a career. Something about having no fear whatsoever of walking up to any stranger and talking to them as if we were lifelong friends. Heck, the way I saw it was that everyone wants a friend and all I had to do was be one. As I got older, and puberty was some years past, I learned the value of being charming and full of charisma. Probably learned more about sales in those later teen aged years than any other 5 year span the following 30.
But even with some success and being able to talk to anyone with some degree of charm, I still didn’t know beans about the world of sales and what it would take to be successful in it. Couldn’t tell you for the life of me why when it came time to close a sale my mouth started doing a little jig with the words and they came out with 5 times as many syllables as they started with. Hel-l-l-l-o? Why when it came time to ask the head of a company for an appointment, my brain got all mashed potato like and my knees emulated a San Andreas 7.0.
For some reason, it was much easier to re-organize my pencil drawer than make cold calls. I knew it wasn’t because I was afraid, because I was well known for talking to anyone. If you asked me, I knew the answers to any sales question and readily provided them to everyone who asked. In fact even if you didn’t ask, I was providing answers.
It wasn’t until one day a woman I had a slight crush on, after hearing some of my excellent and awesome, un-requested, and unrequited, wise beyond my years, sage advice, turned to me with a slightly disgusted look on her face and asked me point blank, “Michael, if you’re so smart, why aren’t you rich?”
Damn! That was a good question. I hated it but it was a good one. Not to be outdone in the moment, though clearly reeling from a well placed blow to the ego, I advised her that I would have to get back to her on that. She’s still waiting. There is a secret place in my heart that hopes she never finds this article…
For everyone else however, I will admit to what has become a lifelong study on what makes a successful salesperson. Guess what? It aint about charm or charisma, Ok, they help but plenty of folks without make a lot of money in the business. Ugly people make money in sales and to my dismay; I am discovering that men with male pattern baldness can make a living doing this stuff too.
So what on earth is the difference between KNOWING what to do and actually getting around to doing what you know?
One of the best series of answers I can find comes from intense studies in sales and human behavior. It seems there are 4 strengths that drive a sales person and 5 major weaknesses that will throw them into a big blue funk.
The strengths include vision, commitment, desire and wonder. Weaknesses involve value deficit, old tapes, money issues, buying style, and emotional intelligence. When we lack the strengths it doesn’t take much to destroy a sale. When we have too much weakness, we couldn’t sell our way out of a wet paper bag.
What is fairly disconcerting for a happy go lucky guy like me is that the more I try to reach out with charm and humor, the more I display a desperate need for approval from the people I am talking with. If I need a prospect to approve of me, how can I manage the negotiating phase of the sales effort in my companies and my favor? Frankly all I am doing is demonstrating that my win comes from my client telling me “he likes me fine.” Even if he says right after that something like, “but we have decided to buy from someone else.” Ouch.
So, to end up as successful as I have become, it was important to find ways of getting that need for approval met from someone other than a prospect. Same is true for every sales person. Same is true for each of the weaknesses. If you got one, and you probably have at least one, it’s costing you a few bucks every year.
If you’re hiring these guys, and if you hire salespeople you are, it probably makes sense to help them develop strategies to fix it outside of their selling arena. Otherwise it’s costing you lots of dollars every year.
It also explains why the guy who looks so good in an interview costs so much in non-sales when they get in the game.
For business owners like me who care a lot about sales and don’t have lots of time to do the activities, it’s critical to use selling time as efficiently as possible. And if you ever want to hear a really good question that motivates you to change your behavior, let me know, I got a good one that is still burning in my guts.
Michael Goodman is the President of USSalesForce, he is a recognized expert in the field of developing sales forces, and creating sales influence. He is the founder and moderator of AzSalesPros, a professional association for sales people over 400 strong and was recently ranked with the likes of Jerry Colangelo and Harvey MacKay as a person you would most like to run a sales meeting. Contact Michael at Goodman@ussalesgroup.com or www.usssalesgroup.com. For more information on AzSalesPros, see www.azsalespros.com.
Sales Aint For Wwimps - To learn more about this author, visit Michael Goodman's Website.
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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 Michael Goodman (Visit Michael's Website) Michael has over 30 years experience in business and sales. Formerly the General Manager of ExecuTrain in Arizona, part he recognized the overwhelming need for an unending supply of effective sales people and launched what is today USSalesForce. Through USSalesForce Corp. Michael has created AzSalesPros, a professional association for the education, motivation and community of sales professionals in Arizona, the American Sales Academy, an education and learning center for beginning and mid-career sales people, and the main line of business for USSalesforce, a sales force development organization. Michael is also the author of the Solomon Sales System, a simple conversation to understand the Return on Investment required by the buyer. The conversation obviates the need for most sales “technique” and makes the whole process simple and comfortable for all participants. Through his materials and understanding of the business sales environment, Michael has assisted his customers achieve an average 60 - 80% improvement in revenue through sales over 24 months.
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