Sales is a profession. Let me repeat that statement. Sales is a profession. Unfortunately, it’s a profession that most people fall into or default to as a last resort. As a result, sales leaders waste a lot of time trying fit round pegs into square holes.
So what does it take to be successful in sales? We know that the Internet has changed the game of sales. The prospect is more educated. Many are researching you and your company before they engage in a formal dialogue. Others simply meet with you to validate a decision they have already made. There are more competitors than ever. Is it tougher to sell today?
Let me offer a resounding no! It’s easier than ever. How many of you are old enough to remember selling without a GPS system? You had the steering wheel in one hand and a Rand McNally in the other trying to find the prospects office. (Is there really any reason for someone to show up late today….?) Anyone remember cold calling from the yellow pages because the Internet did not exist? It was the equivalent of throwing darts at a dartboard blindfolded. There wasn’t a website or LinkedIn profile to preview before a phone call or meeting.
While technology has changed the game of sales, there are timeless principles that work and have always worked to be successful in sales.