Too much of what salespeople are taught to do and say is centered on how to be a better “salesperson.” But in order to become more effective in the sales profession, we actually have to get past being a sales person. What we really need to do is think more like customers. When we make this subtle but profound change in how we think and behave, we can:
•Find and create sales opportunities where no opportunity existed before.
•Build relationships with clients as opposed to just “selling” to them.
•Better qualify which sales opportunities most deserve our time and attention.
•Sell the value of your products and services and solutions instead of just features and functions.
•Understand and help your customer work through their buying process more quickly.
•Close a higher percentage of the opportunities we choose to invest our time and effort in.
Bill Stinnett is the president and founder of Sales Excellence, Inc, a global training and consulting organization helping companies of all sizes grow their client bases, increase revenues, and keep more profits. He began his career in retail sales, spent several years in direct sales to private consumers, and ultimately moved into corporate sales to Fortune 1000 customers. Mr. Stinnett has more than 20 years specializing in the sale of high-technology solutions and complex sales.
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