Written by Sean McPheat |
I’m often asked by salespeople and sales managers about how they can develop their skills on a regular and consistent basis, and the obvious answer is to learn from experts and people who have been there and done that’.
But it’s easier said than done.
A quick search on Amazon shows over 300,000 books just on the subject of sales.
When you widen your search to include CDs, DVDs, videos and the like, the number climbs to over 1.6 million.
So, what do I do to keep myself up-to-date with the latest techniques and identify the future trends of sales?
Well, I keep listening to and reading ideas, thoughts and innovative writings of the top thinkers in the industry.
If I had to choose some of my favourites, it would be difficult, but I’d probably choose these three near the top of my list:
Never Be Closing by Tim Hurson and Tim Dunne is a comprehensive strategy that starts with well-researched processes for identifying and solving clients’ problems.
The authors say that most salespeople consistently are held at ‘stranger’ level by their clients and aren’t allowed to get that close to the business they are selling into.
Hurson and Dunne offer a simple and effective ‘productive selling’ framework that means a sales person does not need to rely on tricks and techniques to ‘close’ the sale.
They say that, if the job is done effectively all the way through the buying process, closing becomes a natural part of the sale and isn’t something that should cause any concern to the buyer or seller.
Next on my list is Buy-ology by Martin Lindstrom.
Essentially, it purports that everything we think we know about why we buy is wrong.
Covering areas like neuromarketing, mirror neurons, subliminal messaging, branding, the power of somatic markers and predicting the future of selling,
Lindstrom has written a real eye-opener that takes your sales techniques onto a much deeper level.
You’ll be surprised every page, as you’ll enter the world of American Idol, Ford Motor Company and Pepsi as examples of how buy-ology has become a pre-requisite for successful salespeople.
Another that I would recommend is Joe Vitale’s seminal book, Buying Trances.
Joe talks about marketing but from a totally different perspective.
He combines influence and persuasion skills with cutting-edge processes that allow you to enter the ‘trance’ that causes prospects to make decisions.
Joe argues that the best selling and marketing messages break into the customer’s trance and connect with them at the deepest level so that they build personal reasons why they should choose your solution.
When done ethically, these concepts are guaranteed to make you more successful, as you sell at the same wavelength that people buy.
That’s my sixpence worth to help you on your journey to successful sales. I hope they prove as useful to you as they have to me.
Originally published: 18 January, 2016