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April 20, 2013 at 12:00 AM
Times have changed. But for sales trainers who have been at it for years, some things remain the same. Here are some fundamental sales truths I have learned in my career:
1. Sales requires that you get up close and personal. You simply cannot hide behind email or expect social media to do the work for you. You goal is not to become an order taker of the first degree. (Don’t get me wrong: Sitting back and taking orders sounds awfully fantastic, but it is not sustainable.) To really succeed in sales, you need to get out there.
2. Sales requires that you maintain a robust pipeline filled with prospects at various stages of the buying cycle. Only three prospects in your pipeline? Well, then, your close ratio had better be fabulous and those prospects had better account for some sizable revenue. Fill your pipeline, and do it intelligently and strategically with qualified prospects.
3. You must know what makes you different. I can’t say this enough. Telling a prospect that you are better makes them defensive. Explaining what makes you different and showing how these points of difference equate to an improvement — well, that’s a compelling approach.
