Today’s guest blogger is Russ Burch, a good friend and a heck of a sales guy.
She asked me, “Dad, is sales hard?”
I thought about that for a second. “Not really,” I began, “sales is a lot like playing golf. All you have to do is hit a ball with a stick.”
“And keep your head down,” I continued. “You also have to transfer your weight properly during your back swing.”
And as I kept thinking, I realized I wasn’t done.
“Don’t swing too fast on the back swing. Keep your eye on the ball. Don’t swing too hard on your follow through. Shift your weight when you follow through. Turn your hips, and like I said, keep your eye on the ball”
Once I thought about it, I realized that golf is hard! So is selling hard, too?
You bet it is. But the good news is that it doesn’t have to be as daunting as golf. I think you can break your sales focus into four key areas. Focus on these, and you’ll keep you energy moving in the right direction. Might be a good idea for you to look at your sales organization – or yourself — and see how you stack up in these key areas:
1. Product Knowledge: Seems obvious, but it can be easy to forget that you must understand not just what your products or services do, but how they add VALUE to your clients or customers. Bells and whistles are cool, but VALUE is what your clients care about.
2. Industry Knowledge: Know what your competition is up to. Who are they talking to? What do their products and services do? What VALUE do they offer? How are you different? What does your client/prospect think about the industry? What does the industry think about you?
3. Sales Skills: Selling is a profession, and professions require constant learning. Always learn something new. Keep your mind sharp with books, blogs, articles, or presentations. The more you engage in sales-related learning, the sharper your skills will be.
4. Activity: This is perhaps the most important factor in whether you’ll be successful in sales. Want the best sales advice you’ll ever get? Go do something!!! Get out of bed, go talk to people, make a phone call. Connect. Activity breeds results.
Now go make it a great sales day – and don’t forget to keep your eye on the ball.
Helping you to navigate the crazy world of sales
Russ Burch writes on sales topics and just ran his first sub-two hour half marathon. You can reach him at firstname.lastname@example.org or give him a call at 214-505-4262.