Friday, February 20, 2009

What is the Real Secret to Having Sales Success?

I love sales like no other profession. From the start, I always sought to discover why very few salespeople were successful while others struggled so much. It was only after having year after year of ups and downs that I finally discovered the underlying secret it takes to be successful in sales.

Why do so many salespeople fail? How can an individual come along with the same products, services, and pricing and all of sudden become successful? What truly separates the winners from the losers?

If I've said it once - I've said it a million times. The complicated answers we seek are most often coated in simplicity. Because the real secret to having sales success is creativity. That's it. Pretty simple, right?

This is not to undermine hard work, sales training, reading, or seeking out outside sales coaching or mentoring. These elements are extremely important and will enhance your ability to be creative. But if you don't have the ability to take plans or strategies and find creative ways to implement them - there is a good chance you will struggle.

To put this in the proper perspective, think about the following situation. Pretend there are two individual salespeople who are throwing balls at a target. For every strike they throw, this equals a "sale". One of these salespeople has 50 balls to throw at the target on the wall and the other salesperson only has only twenty. The "hard working" salesperson has fifty - but is wearing a blindfold. The "creative" salesperson has only twenty, but has full view of the target because he has taken the time to clearly see what is in front of him. Who do you think will hit the target more often?

The most common strategy (usually the only strategy) that is used to gain new customers for most salespeople is purely based on activity. The more calls you make, the more sales you make - right? However, this model of throwing everything you can at the wall and hoping something sticks is very inefficient. Wouldn't you rather see the target so you can hit it?

I've been fortunate enough in my career to meet lots of great salespeople along the way. Rarely is the salesperson who make the most calls the most successful in the bunch. It is rather the salesperson who takes each individual situation and creates a unique plan of attack for a prospective customer who will succeed most often. With this in mind, make sure you approach each sales situation you come across with one of your greatest weapons - your own creativity.

2 comments:

Trip Allen said...

Will
I really like your appraoch.Sometimes it is the simpler things that make the difference.

I am writing on some similar subjects if you are interested..
www.egyii.com/blog (this is not a plug for traffic..we have some common topics and interests).

Trip Allen, Team Egyii, Singapore

From the Author: Will Fultz said...

Trip,

Thanks for your comment. I'll be sure to check it out...

Will