5 Irrevocable Selling Pillars

[ You can probably relate to this story ]

Back in 2006 when I started a career in sales, working for a medical implants company, I received a phone call from my manager asking about my whereabouts in a condescending tone?

Phone rings ( duuud duuud duuud )

"David, where are you?!

are you at your customer's site or are you doing something else"

I cannot lie, I wasn't doing well in sales back then. I felt that the odds were against me. I was new in sales, my stakeholders were tough, had low self-esteem, and didn't receive any training to improve myself.

My best guess was also...

my best sales strategy

Does any of this sound familiar?

It all changed when I was left with no choice. Leave or Live?

This took me on a journey to discover what made successful sales professionals great at what they do and in doing so I went from struggling to being one of the top in my company.

and in this personal letter to you, I want to share?5 COMPELLING LESSONS?I learned that transformed my sales outcomes

(Understand that this?may?not be for everyone, but I think it can resonate with almost everyone )

?? 1?-?Perspective:?It is?NOT just about?having good?intent but having the right perspective - As sales professionals, we make quick judgments about what our customers want before clarifying our understanding of their needs. Seeing the customer's needs from?THEIR?perspective will make a world of a difference between success and failure

???2 - Don't Assume:?Just because the customer has a problem doesn't mean that they have a need. The best way to validate a need is for them to EXPLICITLY say that they want to resolve it. misalignment in this area will have a huge impact on your credibility

???3 - Talk Less, Ask More:?For salespeople like us, somehow we feel more in control when we talk more in our sales meetings but nothing could be further from the truth. Studies have shown that top sales professionals only speak 20% of the time during the sales call while 80% of that time is the customer. Remember that we are here to help, how is that possible if we are doing most of the talking?

???4 - It's not about us:??We?have been taught to present our credentials at the start of the meeting. This approach could have worked back when clients didn't have access to the internet. These days Clients tend to already know what's in the market - what they?WANT?to know is if we are aligned with what they need - only then do we earn the right to share what we've done.

???5 - Relinquish Control:?Our customers value what they validate, it makes them feel in control and likely have more ownership over the sales outcome. Just like how a GPS guides a Driver to the destination, always let your customers be in the driver's seat and you be the one pointing them in the right direction.

Knowing these key pillars improved my salesmanship and increased favorable sales outcomes for me back when I was in Medical Sales and even now as a business owner

the best part is I didn't have to be pushy

Ima going to leave these 5 pillars with you for now

In the coming letter - I will dive deeper into how you can develop your salesmanship in each of these pillars.?

?________________________________________________________________

David King

Signing out...

www.instagram.com/davidking.asia

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