These are the five keys to victory:
Knowing if a buyer is a qualified, and who is not.
Knowing what to do when the competition is superior, and when they’re not.
Knowing the value you bring and how to share the relevance of that value with clarity.
Knowing the sales process and following it with discipline.
Knowing that the responsibility of making sales lies wholly on you.
Thus the Master Seller teaches if you know yourself and you know your prospects you will make sales. If you know yourself and not your prospects you will lose many sales. And if you know neither yourself nor your buyers you will lose all sales.
Knowing is success.
you are deaf to needs.
you act the bully.
you are considered flippant and dismissive.
you wear incompetence.
Poor diction, language and grammar
You appear uneducated.
Sellers experience fatigue.
Slipping just one aspect
the deal faces undue risk.
The Master Seller is disciplined
Professional in their art.
Each Seller is responsible for many tasks
Yet all tasks are not equal.
Do the difficult ones while they are easy.
Do the key tasks while they are small.
Getting started is often the greatest struggle.
The longest sales cycle,
Begins with a single cold call.
Like the seasons
Each sale has a cycle.
Some a few days
Some a few years
Prospects buying when they need to
Not when the sellers needs a sale.
Awake to the buying cycle
The Master Seller generates urgency.
By understanding fears,
They connect the dots
showing how they can help.
They create desire.
Closing the deal
It’s done sooner rather than later.
I was reading a LinkedIn forum hosted by the Sales Association and it was discussing what differentiates successful sellers from the rest. Reflecting on some difficult wins I can’t help but think its a case of tenacity and discipline. The sales cycle of some deals can become quite lengthy. And often sales professionals lose interest and the deal withers away.
There is practical day to day explanation about this is in my very first blog post:
“The Master Seller listens before talking
Sells without effort
Sharing without preaching
Explaining without judging
Demonstrating without closing.
Never assuming the sale, the seller never loses one.”
The trick here is they never assume the sale is won. They keep at it; doing all the things we expect of great sales people: following up, keeping in touch, overcoming objections, and genuinely trying to serve. This kind of patience is unusual.
“If you want to speed up the sale
you must give the deal time to breath
If you want to dispel objections
you must allow them to flourish
If you want to take new business
you must give time and patience.
This is the path to success.”
Winning sales folks “stick with it”. They don’t give up. They keep at and again never assume the sales is lost.
If you’d like read more about this you can find the blog posts at https://taotechingofsales.com/2012/11/03/listening/
Risk takers lose jobs
Disciplined professionals survive.
Though some risks are successful
This is not the case in the long run.
The Master Seller doesn’t exert
Yet expertly they overcome.
They hold their tongue
By listening the deal is won.
They are unhurried
Yet excel in planning.
They believe in the sales process
and honor it.
A few months back a blogger named Amy Putkonen reached out regarding my blog the Tao Te Ching of Sales. She had once written a post on the intersection of marketing and Taoism and believes the two are a terrific match. She was excited to see a new blog solely dedicated to sales, marketing and the Tao. She kindly asked me to guest post on her blog and today it was published here: Tao Te Ching Daily Guest Post. I wrote about discipline in sales.
She kindly writes “the concepts of selling can be applied in all areas of life and business and are good for everyone to know.” I truly appreciate her kindness and urge you to visit her blog the Tao Te Ching Daily. She has been creating a version of the Tao Te Ching and discussing it at great length with a wonderful set of readers. I find her very perceptive and skilled at making the unclear, clear.
Again you can visit Amy’s blog the Tao Te Ching Daily or you can follow her @amyputkonen on Twitter.
Sales mastery is clear and concise
yet people prefer the side paths.
They are out of balance.
Deals are lost.
Where skill lacks,
Hard work steps in.
The daily grind
Polishes the professional.
Knowing your product is intelligence
Knowing your market is true wisdom
Mastering selling is strength
Mastering yourself is true power.
Tenacity, Patience, Focus,
Discipline and Confidence,
Empathetic with Humor
These are the keys
to true power.
Crooked with words
the sale goes sideways.
Rushing the close
the deal comes to a halt.
Showing off and preening
Clinging to a few leads
Chases business away.
Hard rules on handling, manipulating, and fooling the buyer
never acknowledges what truly rules.
By not controlling the sale, the sale is controlled.
Each deal has its own course
Just do your job , then let go.