We are told a great deal has changed in selling.
To be real about the situation, a great deal has changed in how people buy but not much has changed in how people sell.
The vast majority of sales people still lead with how exciting they think their product is and how proud they are of the great service their company provides. Before information “escaped” on the internet this approach worked very well. Buyers needed us to bring them new ideas and new technology.
Selling has officially become a game of “strategy”.
When I first started selling business telephone systems years ago there was no internet. Buyers relied on me to bring them product information, information on market trends and any information I could provide on their competitors.
Basically I was a “walking and talking brochure”, and they needed me.
When the internet, and Google, arrived on the scene full force information escaped. At that point in time the way in which I was needed shifted immediately and dramatically. That was the point in time when selling was redefined.
One Saturday morning, when I was 10 years old, I was playing with my dog in the backyard. My Father came out, handed me a rake and asked me to rake-up and bag a pile of leaves that had accumulated up against the fence in the back corner.
When I was done I ran into the house and told my Mother that I was riding my bike over to my friend’s house and would be back at 5:00 for dinner.
When I got home my Father asked me to come out in the back yard with him. We walked over to the corner where I had raked up the leaves and he asked me if I did a good job. He asked me if I was happy with the job I did.
I could see there were still some leaves in the corner and in my Dad’s gentle yet direct way of communicating it became clear to me that in fact I did not do a good job.
Sales management expert Duane Cashin has lead award-winning sales organizations and trained sales teams for companies of all sizes. He’s earned membership in Presidents Club and Circle of Excellence, successfully built and sold his own multi-million-dollar business, and enjoys sharing his passion for sales.