Written by Sean McPheat |
“Sean, what’s the secret to sales success?”
If I had a pound, correction, if I had a penny for everytime someone has asked me that question over the years I’d be writing this blog post from my Yacht!
The fact is, the secret to sales success is not a secret.
The secret is firmly out there in the books you read, the courses you attend and the sales CD’s you listen to.
And you most likely already know what to do – it’s just that you’re most likely not doing what you know!
You see, at the end of day generating more sales is not rocket science and at it’s core it’s really down to basic common sense…..but common sense is not common!
The case in point is myself!
Now before I set up MTD in 2001 I had a very successful commercial career but never had any formal sales training myself. I was pitched to a lot by sales people who had been on sales courses and this gave me a close up view of their strategy and approach.
So when I first started out as a one man band business improvement consultant I had to sell if I was going to make ends meet.
I’ve got to tell you that I won contract after contract after contract just by being down to earth and focusing on the prospect and their wants. That was it. There were no tricks, no “sales magic”, just a down to earth approach to helping people and guess what? People loved it. They still do!
Since then I’ve obviously gained an immense amout of knowledge and expertise about sales and marketing and have built the business to over 25 trainers but the basics remain the same.
And the overiding lesson of my success and of all sales success is to put yourself into the shoes of the buyer. Help them overcome their difficulties and challenges and make it easy for them to buy.
Don’t see the sales process from your side. Instead, see it from the buyers side and then act accordingly.
I could go on and on about this but just stick to doing the basics extraordinarily well and you’ll outselll the majority of the sales people out there who are looking for the next trick or technique to use to open the purse strings.
Originally published: 27 February, 2009
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