06:15
Faizan
How Elite Sales Professionals Operate
Consistently top performing sales professionals all have something in common. They have adjusted their approach to selling their products and services to align with the desires and needs of decision makers in our current economy. They understand it is not business as usual.
Today's decision makers are making it crystal clear they do not have the time or the desire to meet with "sales people". Here is their definition of a sales person:
• "A sales person is one who is focused on making a sale. Their motivation in meeting with me is to make commission dollars, and it shows. Sales people are focused on their product. A sales person attempts to create excitement around their product's features in an effort to build interest. Sales people possess a limited understanding of my industry or my business and as a result offer little value and ultimately are a waste of my time. Its 2012, further cuts in an effort to "survive" is not a sound business strategy. We are focused on expansion and growth. I'm looking for ideas to gain a competitive advantage. I want to meet with and establish mutually beneficial relationships with "business people" who possess depth of knowledge and business insight. Products are falling out of the rafters. Good business ideas, now those are harder to come by."
This definition of a "sales person" was obtained from 24 recent interviews with decision makers in large publicly traded companies such as Cigna, Lego and Verizon Wireless, and smaller privately held companies as well.
What Decision Makers Want
• "Demonstrate to me you have "some" understanding of my industry."
• "Show me you have been to my website and you have an understanding of the products/services we provide and that you have a feel for who our customers are."
• "Avoid any behavior that sends me the message you are focused on "making a sale" or "chasing commission dollars". Focus everything you say and do on helping me attain my objectives."
Consistently top performing sales professionals all have something in common. They have adjusted their approach to selling their products and services to align with the desires and needs of decision makers in our current economy. They understand it is not business as usual.
Today's decision makers are making it crystal clear they do not have the time or the desire to meet with "sales people". Here is their definition of a sales person:
• "A sales person is one who is focused on making a sale. Their motivation in meeting with me is to make commission dollars, and it shows. Sales people are focused on their product. A sales person attempts to create excitement around their product's features in an effort to build interest. Sales people possess a limited understanding of my industry or my business and as a result offer little value and ultimately are a waste of my time. Its 2012, further cuts in an effort to "survive" is not a sound business strategy. We are focused on expansion and growth. I'm looking for ideas to gain a competitive advantage. I want to meet with and establish mutually beneficial relationships with "business people" who possess depth of knowledge and business insight. Products are falling out of the rafters. Good business ideas, now those are harder to come by."
This definition of a "sales person" was obtained from 24 recent interviews with decision makers in large publicly traded companies such as Cigna, Lego and Verizon Wireless, and smaller privately held companies as well.
What Decision Makers Want
• "Demonstrate to me you have "some" understanding of my industry."
• "Show me you have been to my website and you have an understanding of the products/services we provide and that you have a feel for who our customers are."
• "Avoid any behavior that sends me the message you are focused on "making a sale" or "chasing commission dollars". Focus everything you say and do on helping me attain my objectives."
Posted in: business
