When I first became a salesman, I was instantly became inspired by the possibilities of learning to become a great sales person. I committed to doing whatever it took to learn to sell. I read every book I could find on the subject, got lots of sales training in Boston and I began to see that they generally told me the same thing.
Most Sales Training Has You:
- Persuade prospects by pitching your product with a smile and that fancy suit!
- Selling is a game of intuition, enthusiasm and instinct.
- The law of attraction will bring you sales if you just have a really nice brochure and strong word-of-mouth.
Armed with this ‘knowledge and confidence,’ I would bring my pitch book to whatever prospecting meetings I was lucky enough to stumble across and I would put on the greatest ‘dog and pony show’ they’d ever seen. Wearing the sharpest suit I could afford with fake reading glasses, I would ‘wow’ them with all the great pictures, charm them with my rehearsed smile and close them with a strong question like, “What else do you need to see right now to sign on the dotted line?”
It was magical!
Prospects would tell me how great a salesman I was. They would compliment my presentation. They would thank me for all of the incredible information. One prospect even once told me that he thought I “could sell ice to an Eskimo.” Yes, that actually happened (I was so proud!). But these people all had one very similar thing in common.
They didn’t buy.
After doing this same thing for four years, I got very frustrated.
It was then that I began to piece together the basic structure that is today the Game Plan Selling USP:
Be Unpredictable…to your prospect.
Be Systematic…and follow a game plan for every aspect of selling.
Have a Prospecting Play Book…and live by it.
So must we all follow these simple rules in order to avoid being salesy, unclear and ineffective.
In order to learn more about Marc’s Game Plan Selling Sales Training, click here.