(Note: I am hosting the Revenue Roundtable this week. We’re spending the week talking about how to be more effecitve in our selling efforts. Since this is a good topic for Better Local Marketing, I will cross-post some of the articles, when it seems appropriate to do so.)
Back to Basics
Even though I’ve been selling for the last 20 years (or more) I always find value in returning to the basics of this time honored profession. No matter what I’m selling or how things are going, I can always use some course corrections.
Blocking & Tackling
When I was in my twenties I had a sales manager who was fond of sports analogies. He was constantly going on about home runs and strike outs and moving the ball down field. At the time I thought he was more than a little annoying.
One thing he said has stuck with me. (Now that I’m older and wiser I see much more value in many things from my past!) This particular sales manager loved to say “Kevin, if you want to be good at sales, remember it’s all about blocking and tackling!”
In sales, “blocking and tackling” is actually three activities:
1. Connecting with people
2. Asking questions
3. Getting commitment
If you don’t do these things you will not develop the relationships needed to make sales. You won’t discover how you can be of service to anyone. And you’ll never close the deal. It’s that simple. Blocking and tackling.
Show Up Every Day
Everyone of my little league coaches always told me, you have to show up EVERY DAY. You don’t get results by showing up once or twice, here and there, now and again. I think what they were saying can be put into this formula:
Time x Activity = Results
The longer I live the more I see this formula work. It’s actually quite elegant in its simplicity.
Be of Service (I Mean Really, Honestly) Be of Service to Others.
The essence of professional selling is to help others improve their situation via the application of your product or service. Successful salespeople are very good at helping others accomplish what they want to accomplish. They help people meet their goals and pursue their dreams.
So it makes sense that if you really want to be good at selling, you should be good at serving others. Finding ways to help other people get what they want should be second nature to you.
Many people have said this in numerous and eloquent ways. Here’s how Zig Ziglar puts it:
“You can get everything in life you want – if you help enough other people get what they want.”
So, over the next week I will try to be of service to you as we talk about some ways we all can improve the effectiveness and the profitability of our sales efforts (our own efforts or the efforts of those whom we manage, coach, train or consult with).
To get the discussion started, tell me this: What do you consider the basics of selling in your organization?