Passion and Selling

The effects of passion on sales success has long been debated in the Sales Science Lab at Banjar Group. 

In our Sales Competency Model passion currently sits under other attributes such as energy, resilience and stamina. These are all hallmarks of great sales people. Does passion sit here or is it a greater force all on its own?

From what I've observed, it is clear that the best sales professionals are not only very passionate about their career in selling – they love it! They are passionate about the environments they sell into and the ‘stuff’ they sell.

There is also plenty of evidence that when you combine passion and practice there are positive outcomes.

Passion + Practice = Opportunities for Success.

It is not just luck!

Take Jason Winderlich, not a sales person, but an AFL footballer. As a 16 year-old the Essendon mid-fielder played 52 games of footy in one year. He played Under 16’s, Under 18’s and Open Age every Saturday! Clearly, he is passionate about his footy. He practiced heaps and then the doors of the elite league opened for him. In 2002 he was picked in the National Draft!

The most successful people I have met, or observed, have followed this same path: 

Passion + Practice = Opportunity.

Are you passionate about selling or whatever it is you do?

If not, shift. Get out and find your passion!

Boiler

A magic wand to create sales?

Why not?

I was working with a customer a couple of days ago and at the end of our coaching session he mentioned he had an appointment with a new open prospect which they hoped to sign. "Great" I said. "What's the plan?"

The owner commented he'd get them in, have a chat, discuss rates etc. etc.

I said "Why?" "Why what?" he replied. "Why discuss rates?" He said, “Because that's how everyone does it in our industry.”

"Silly me" I said! "Try this and see how you go."

I asked my client to bring in the new customer, thank them for taking the time to come in, and then go to the flip chart. Draw a magic wand in the middle and explain to the customer that that this is a magic wand where anything is possible! Then ask a beautiful question of the soon to be customer. "If you had a magic wand and could build the perfect relationship between a customer and a business like us what would it look like?"

Then I told him to sit down and be quiet. Let the customer map his own proposal. All you need to do is ask for clarity as he goes. Then, when finished, stand up and circle all the things that you do now as a given. Then anything that is a little left field ask him to explain further.

Wham bam thankyou Mam, you have a proposal already done and designed by the customer for the customer! Remember the human brain works in pictures first, words etc. second, so allow your customers to design the perfect proposal, then sign it off.

This client of mine rang me Monday to celebrate "Boiler you are a genius!" he yelled. "Why" I asked?

"We did what you said and the prospect has now signed and for above market rates – all signed on a flip chart!" He could not believe it was possible to sell that way.

Guess what – it is.

Boiler

Talent + Practice + Opportunity = Success

Last week I went to the grudge match between old rivals Essendon Grammar School, coached by the great Ken Fletcher, and Assumption College, the Kilmore based private school coached by the legend Ray Carroll (41 years coaching juniors).

At the lunch I heard two wonderful stories:

Firstly, the injured Essendon Football Club midfielder Jason Wunderlich described his amazing journey from Thorpedale to the EFC. In his early years he loved footy, just loved it. He would play under 16's, under 18's and seniors all in one day! In one year he played an amazing 57 games of senior footy. So his talent is footy. His practice was many thousands of hours of practice, training and playing this unique game. His opportunity came playing AFL, of which very few juniors make it to the top. His success, yet to come but who knows?

The second example of this equation working was then hearing Aaron Sayers tell his story ( www.essendon.baseball.com.au/?Page=75173). He has been drafted as a 17 year old to the big league in the USA. Here is the equation again. Dad takes him to baseball game and he falls in love, connects to his talent. Practices seven days a week while his mates are getting boozed. Opportunity came through being seen by a talent scout who then signed him up. Success will come having now met this bright young man, wow what a star.

Interestingly when I approached these two young guys and discussed the theory they agreed, however Jason posed a great question. "What about Damien Prevrill?" The 144 game tagger for EFC had no talent he quipped! However, he went on to comment, in the absence of that, the guy did double the amount of practice, much more than any other player according to Jason. Clearly what he lacked in talent he made up in practice but he did have a starting passion.

So what does this all mean for sales people and sales leaders?

If you have the talent or deep passion for the game of sales and you are prepared to work hard at getting better at your skills then opportunity and success should follow. Recognise your skills and your gaps and never stop learning. Only the best get to the top by relentless practice and learning however, what clearly kicks off their journey is the discovery of their raw talent or passion.

Do you know any other Talent + Practice + Opportunity = Success stories?

Let us know.