The Sales Dance

At Leadstone Group we often think of how when two sales people meet for coffee, it often seems like a sort of speed dating dance; the quick meet in a public space to check if there is chemistry and a willingness to meet again to explore ‘compatibility’.  This ‘sales dance’ happens everywhere and such meetings more often than not end with insincere promises to “do some business together”. Each person then leaves, unilaterally convinced that the other guy is going to do something for him or her. But human nature being what it is, they seldom do.  What actually happens is that each party goes back and reports to their manager about a contact or potential sale that will never happen. At the end of the day no real movement forward was made but CRMs were updated and a sales meeting occurred that was all junk food with no protein.

In a reality based sales environment, these occasional mutual support  meetings to seek solace may make a sales person feel better but it does not drive more sales and is better suited to a Friday night after work drink.

The sales dance is bad for business.

Calling strangers is hard. Starting from scratch every day is hard. Summoning the motivation to make the next call, to overcome the fear of being rejected through positive self-talk techniques like “Make The First Call For Your Kids” or whatever method your past sales people have used, is hard. In a reality based sales environment, sales are based on mutually beneficial relationships where no one is ‘sold’ and true needs are met.  People are honest about needs, products, benefits and deliverables.

There is no silver bullet to sales. Real, good and true sales is about matching needs or business problems with real products and services. No one gets tricked or sold. Additionally the key to sales is a great network of contacts developed through trusted relationships and extensive reliable networks. This is achieved through being and acting credible throughout a career. This is not something you are parachuted in to.

The key here is to be credible and this comes from being real and true to your word. If you are investing your time in a meeting, make it real. Dont pretend. If you can’t do something for them, admit it. If you can, do it. Share if possible and don’t commit when you really don’t intend to call back. This makes sales and builds careers. Be strong enough to be connected. If there is anything wrong with all the contact options available today it is the feeling that pretending is acceptable. It is not and careers are built or destroyed on the willingness to be real.

April 23, 2014

 

Kevin Turko CEO Leadstone Group Inc.

Get in touch with Kevin:                                                         kevin.turko@leadstonegroup.com       (403) 537-6561