If you truly want to master sales you have to approach it no differently than a master craftsman. The article below was posted on the Hubspot site: and I think it does a great job of making the point.
What do great artists like Leonardo da Vinci and Michelangelo have in common? They were masters. The works they created became legendary pieces, central to the culture, politics, and religions of millions of people around the world.
Now stop and think about sales. Is it an art?
You might not think so, but I assure you — it is. And like any art form, one of the best formulas for success is to model the greatest masters.
Anyone who has heard me speak knows how deeply I believe in this simple concept: Find successful people and learn from their experiences and actions. Here’s how to model every aspect of your sales team after the people and organizations that have been there before you.
Recruiting Like the Masters
A great recruiting program requires a significant investment of time and effort to ensure that salespeople are working with the best resources available.
Consider the United States Military Academy, also known as West Point, and the United States Navy’s SEAL teams. Each year, West Point considers over 15,000 potential cadets to fill just 1,200 openings, and the SEALS require an impressive performance record from potential candidates before they even consider entry into the program.
Both programs turn out exceptional performers each year. Much of their success can be correlated with the way they utilize their resources.
The SEAL program weeds out participants through institutional rigor, and has about an 80% dropout rate once BUD/S training begins with the vast majority of candidates ringing the bell and placing their helmet on the deck declaring, “No more.” What’s left is the best of the best.
West Point invests significant efforts to identify cadets that are most likely to succeed early on before investing additional time and resources into each candidate. As such, they are very proud of their 83% graduation rate. Both programs take very different approaches to recruiting and both have proven to be highly successful. Clearly there is more than one route to achieving excellence.
Learning Like the Masters
Experience is the most valuable tool in a salesperson’s arsenal. It becomes even more valuable when you can learn from the experience of others. There are three elements to mastery of sales experience that every salesperson needs to understand:
1) Tie your real-world experience to concepts you learn in formal sessions.
Top producers should be applying and honing their skills in the real world while at the same time continuing their sales education through attending conferences, watching webinars, reading sales materials and networking with industry experts.
2) Don’t hide in the crowd.
One thing you’ll never find at West Point is a large class size. The largest class holds just 18 students and there’s a very good reason for that. West Point wants their candidates to step up and show what they’re made of without the safety of cover — no hiding allowed. Show what you can do and how well you can learn and apply sales principles.
3) Be competitive.
I don’t just mean as a salesperson. Be competitive in life. I’ve completed 15 Ironman triathlons in eight countries spanning five continents over the last 10 years. There is a direct correlation between living an active, healthy lifestyle and finding success as a salesperson.
The Responsibility of a Master
You can’t be a good salesperson without being a good leader. Salespeople who show the ability and willingness to lead will be presented with more and more opportunities to receive greater responsibility. Every company should have a set of systems in place that offer opportunities to their salespeople to take on more responsibility.
Every company I’ve ever led was guided by a strategic system of responsibility. When you provide opportunities for employees to take on responsibility, you quickly discover who your top performers are. The only way to become a top performer is to seek out opportunities for responsibility. Think of your greatest role model and consider the traits that you admire in that person. I guarantee all of those traits relate to leadership and responsibility.
Becoming a Master
Practice makes perfect. If you want to be as good as the greats, you’ll have to do your very best to become one. Find a mentor, role model or successful historical figure that you admire, and begin to dissect their success. Emulate their actions and bring relevance to your position through supplemental learning sessions, continued education and constant improvement as a salesperson and individual. When you have a healthy, active lifestyle that compliments your career path, you’ll know you’ve found the right systems to help you become a sales master.
If you’re like most entrepreneurs I work with you’re business growth has all but stopped.
You’ve reached the point where you can’t work any harder or longer than you are right now.
You’ve hit a wall and just don’t know how to get your business growth to continue.
You may even struggle with taking time off. You don’t feel like you can get away from your business for any length of time. Let’s face it no one else knows everything you do. Maybe you’re afraid things won’t get done right if you’re not there.
Are you working longer and harder for less than you used to make working for someone else?
You spend most of your time putting out fires. You are dealing with clients or other problems that seem to come up, over and over, every day.
Some days you just feel like you meet yourself coming and going. Day after day doing the same things over and over but never seeming to get anywhere.
Retirement doesn’t even seem like an option. And, even though you’re doing alright you don’t think you could sell your business.
So, you feel stuck.
In other words the very business you thought was going to give you all sorts of freedom and a lifestyle you could enjoy has now become your trap. The business that was supposed to allow you to spend more time with your family now gets all your time and attention.
It’s not a terrible life it’s just not as good as you know it can be.
Deep down inside you know there is more. At your core you know it doesn’t have to be a struggle every day. You’re confident you have what it takes to make your business into the dream you’ve always thought it could be. You know it should take 70 and 80 hour weeks to keep things going.
The great news is your business can enjoy massive growth regardless of the economy without you having to spend every waking moment running things.
Businesses that thrive in any economy, that allow the owner to take time off while the business continues to grow, that don’t compete on price, that dominate their marketplace, all have the same things in common.
Every one of them has systems and processes in place that allow them to systematically:
These three metrics are the only way to grow a business, any business.
The problem is that most businesses spend just about all of their marketing efforts on getting new clients. While that’s important it costs anywhere from 4 to 28 times more money to get a new client as it does to get an existing client to buy from you again.
In addition to that, it doesn’t cost you anything to get your clients to spend more per transaction.
The exciting part is when you work on each of the three areas simultaneously you get exponential growth! Or, as I like to call it massive business growth.
I know you’re probably thinking, “How am I going to work on all three when I struggle just trying to get new clients?”
Don’t worry these strategies and tactics are not hard to implement. As a matter of fact once you have the systems in place they run themselves and that frees up time for you to focus on other things.
As a business broker, I was able to take an in-depth look at over 700 businesses. It didn’t take long to figure out which businesses would sell and which ones wouldn’t. It also didn’t take long to figure out which ones would sell at a premium.
You may not be looking to ever sell your business but when you build it so that it is easy to sell you will have an asset that runs like clockwork providing for you and your family even if you’re not there.
If you would like to discover how to take back your life and maximize your businesses profitability register for your sales breakthrough session. The session is free and while I do gain clients this way it’s not a sales pitch in disguise. You will come away from the session with a plan you can implement to take your business to the next level. In most cases I am able to help you discover over $1oo,000 in untapped potential.
I only have a limited number of sessions available so reserve your spot today at http://healthysellingsystem.com/sales-breakthrough/
I’m curious to find out what your biggest question is when it comes to sales or selling?
Do you want to know more about prospecting? Maybe it’s presentations.
Or perhaps you want to know about overcoming objections or how to close a sale.
Leave your question in the comment section