Sales Shift - Stop the Patter

Sales is shifting again. We have moved on from the order taker – the GFC fixed that. The GFC gobbled up natural demand and forced the real sales people to thrive; and thrive they have. The order taker sales person is finished.

Sales people who have survived the order taker cull have decided to tell faster. These people don't get the rules of the sales cat. They figure the more they know and the faster they can tell people about it the more sales they will make. Right? Wrong.

This behaviour of course allows the cream to rise to the top. Enter the transformers.

These are the sales people that live in the third circle of selling. 

The first circle is all about product knowledge, throwing it at the marketplace and hoping for sales.

The second circle sees the sales person pitch the product at the customer, adding some value and describing how it may help them.

The  third circle is where the knowledge of the customers environment, combined with the problem the product solves for the customer, integrates a mature approach to business dynamics.

Transformers get how their 'stuff' solves business problems.

Transformers can link product, problems and solutions very well.

Transformers are masters at getting customers to see the value.

Transformers sell outcomes not more 'stuff!'

Transformers deliver 87% of sales results.

In this new world of selling it will be the transformers who thrive. Do you have one? Do you know who the others are and what they are costing your business?

Transformers – the sales cat of today.

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.