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How to be The Perfect Sales Pro

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Dan Blaze
Dan Blaze

This document provides advice for becoming a perfect sales professional. It discusses three main problems with traditional sales approaches: 1) focusing too much on closing the sale, 2) focusing too much on sales skills, and 3) treating customers like numbers rather than individuals. It recommends understanding your world, understanding yourself, understanding your customers, and continuously learning and improving a diverse set of skills beyond just sales skills. The perfect sales pro is one who builds trust with customers, understands all parties involved, and commits to lifelong learning.

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How to Be The Perfect Sales Pro The Master Sales Manual Presents… The Real Problems In Sales & The Secrets To Sales Success
Problem #1 • Sales People Focus Too Much on Closing The Sale It’s not just about closing the sale, it’s about building TRUST. Traditional sales techniques teach us to Always Be Closing… And while there is essentially nothing wrong with this concept, the underlying message has been lost… New sales people think that closing is an event! Always Be Closing really means that the act of CLOSING THE SALE is a process, not an event!
• Sales People Focus Too Much on Sales Skills I’m not objecting that sales skills are necessary… The question I have for you is, “what are sales skills?” What is your definition of what sales skills are? For most, sales skills include the ability to tell others about your product, ask good questions, and handle objections… But to be truly great at sales… To be the perfect sales pro – There’s So Much More. Problem #2
Problem #2 Cont… • Sales People Take Other Skills For Granted Those skills they use daily, at and away from work… They take them for granted. The result is they end up saying things they shouldn’t say, or doing things they shouldn’t do. To be the perfect sales pro, you need to be a master at your own art… Ask yourself, what skills do you use, that you could possibly improve on. Different types of sales may use different skills. Consider: Business skills, communication skills, presentation skills, persuasive skills, negotiation skills, relationship building skills, etc. etc.
Problem #3 • Sales People Treat Customers Like A Number Just like James Bond, you give them a number and you take away their names. As I said before, it’s about building TRUST. To build a strong level of trust, you have to understand your customers, but even more… you have to understand yourself… And just to make things complicated, you have to understand the REAL UNDERLYING relationship between your customers and yourself. Now – That’s a lot of understanding
Understand Your World • Stop taking knowledge for granted Understand your business and your products, and understand your customers. But don’t just understand – Evaluate. Keep notes and records, compile basic statistics, and use that information to better your results. Why will your business succeed? Why would it fail? What opportunities and problems exist in your environment. Change in the environment often means change in business. Political factors? Legal Factors? Consumer changes? Etc. As the world turns, time changes everything
Understand Yourself • Who Are You? I’ve been living with myself my whole life. I know who I am. I know my strengths, and I know my weaknesses. At least that’s what most of us think. Our brains are designed to seek out things that make us feel good. Especially things that make us feel good about ourselves. This is called Fundamental Attribution Error – And We ALL have it. Essentially, you have to stop lying to yourself and take a more objective view of your skills and abilities. Seek out improvement, learn and use what you’ve learned.
Understand Yourself • Who Are They? Here we go with understanding again… Keep notes and records on your customers… This is data… These are statistics, what do they mean? You figure it out. Who are your customers? Why do they buy from you? Why do they buy from your competitors? What decision making process do they go through? What could change their decisions? Why would they come back? What is most important to them. Todays customers are more demanding… They don’t want to buy the way you want to sell. They want you to adapt to their way of buying.
Don’t Stop Learning! • Learn & Use a Diverse Skill-Set To be the perfect sales pro, you have to keep learning. There’s too much to know – and too much to improve on, not just as a sales person, but as a person in general. When I was young I learned how the two most important skills you’ll ever learn – are people skills and communication skills… What they didn’t tell me was that I could spend the rest of my life learning about these two subjects alone. Learn step by step, one piece at a time. But don’t stop learning. Don’t stop improving. These are the ways of the Perfect Sales Pro.

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How to be The Perfect Sales Pro

  • 1. How to Be The Perfect Sales Pro The Master Sales Manual Presents… The Real Problems In Sales & The Secrets To Sales Success
  • 2. Problem #1 • Sales People Focus Too Much on Closing The Sale It’s not just about closing the sale, it’s about building TRUST. Traditional sales techniques teach us to Always Be Closing… And while there is essentially nothing wrong with this concept, the underlying message has been lost… New sales people think that closing is an event! Always Be Closing really means that the act of CLOSING THE SALE is a process, not an event!
  • 3. • Sales People Focus Too Much on Sales Skills I’m not objecting that sales skills are necessary… The question I have for you is, “what are sales skills?” What is your definition of what sales skills are? For most, sales skills include the ability to tell others about your product, ask good questions, and handle objections… But to be truly great at sales… To be the perfect sales pro – There’s So Much More. Problem #2
  • 4. Problem #2 Cont… • Sales People Take Other Skills For Granted Those skills they use daily, at and away from work… They take them for granted. The result is they end up saying things they shouldn’t say, or doing things they shouldn’t do. To be the perfect sales pro, you need to be a master at your own art… Ask yourself, what skills do you use, that you could possibly improve on. Different types of sales may use different skills. Consider: Business skills, communication skills, presentation skills, persuasive skills, negotiation skills, relationship building skills, etc. etc.
  • 5. Problem #3 • Sales People Treat Customers Like A Number Just like James Bond, you give them a number and you take away their names. As I said before, it’s about building TRUST. To build a strong level of trust, you have to understand your customers, but even more… you have to understand yourself… And just to make things complicated, you have to understand the REAL UNDERLYING relationship between your customers and yourself. Now – That’s a lot of understanding
  • 6. Understand Your World • Stop taking knowledge for granted Understand your business and your products, and understand your customers. But don’t just understand – Evaluate. Keep notes and records, compile basic statistics, and use that information to better your results. Why will your business succeed? Why would it fail? What opportunities and problems exist in your environment. Change in the environment often means change in business. Political factors? Legal Factors? Consumer changes? Etc. As the world turns, time changes everything
  • 7. Understand Yourself • Who Are You? I’ve been living with myself my whole life. I know who I am. I know my strengths, and I know my weaknesses. At least that’s what most of us think. Our brains are designed to seek out things that make us feel good. Especially things that make us feel good about ourselves. This is called Fundamental Attribution Error – And We ALL have it. Essentially, you have to stop lying to yourself and take a more objective view of your skills and abilities. Seek out improvement, learn and use what you’ve learned.
  • 8. Understand Yourself • Who Are They? Here we go with understanding again… Keep notes and records on your customers… This is data… These are statistics, what do they mean? You figure it out. Who are your customers? Why do they buy from you? Why do they buy from your competitors? What decision making process do they go through? What could change their decisions? Why would they come back? What is most important to them. Todays customers are more demanding… They don’t want to buy the way you want to sell. They want you to adapt to their way of buying.
  • 9. Don’t Stop Learning! • Learn & Use a Diverse Skill-Set To be the perfect sales pro, you have to keep learning. There’s too much to know – and too much to improve on, not just as a sales person, but as a person in general. When I was young I learned how the two most important skills you’ll ever learn – are people skills and communication skills… What they didn’t tell me was that I could spend the rest of my life learning about these two subjects alone. Learn step by step, one piece at a time. But don’t stop learning. Don’t stop improving. These are the ways of the Perfect Sales Pro.