Posts Tagged ‘first rule of sales’
Have you ever read a article about selling that discussed the first rule of sales? I know I have. These articles usually refer to one of the following such as:
- People buy from people they know, like or trust
- Ask open ended questions
- Research your sales prospect
- Understand your solution
- Know your market
Yet even these are great suggestions, I contend the first rule of sales is to know yourself. Knowing yourself is not as easy as one might think.
Over the last 10 years, I know that 98.2% of salespeople do not know what they do well. So if you don’t know yourself, what you do well, how can you improve? How can you leverage your talents or strengths to actually increase sales?
Not knowing yourself is nothing new to the human endeavor. Thaleus (620BC) one of the Seven Sages wrote:
“The most difficult thing in life is to know yourself.”
Aristotle (384BC) said:
“Knowing yourself is the beginning of all wisdom.”
Later, even Shakespeare recognized the importance of knowing oneself when he penned these words:
“This above all: to thine own self be true, And it must follow, as the night the day, Thou canst not then be false to any man.”
When you do not know yourself, you can appear to be false (unauthentic) to others including your sales prospects, your customers as well as to family and friends.
So where does one begin to know the first rule of sales or one’s self? Reflection is one simple activity. By writing down what has happened, reflecting on daily events allows you to gain greater clarity as to your own individual behaviors and beliefs. This activity can increase sales.
There are some proven assessments (psychometric assessments) that reveal information regarding how you:
- Make decisions (Attribute Index based on the works of Dr. Hartman and Axiology)
- Communicate (DISC Index based on the works of Dr. William Marston)
- Are motivated (Values Index based on the works of Dr. Spranger and Allport)
Yes there are others, but these three provided a fairly reliable picture of the How, the What and the Why of who you are.
So as you move forward, remember the first rule of sales probably begins with you knowing who you are.
P.S.Why not schedule a short call to learn more about these assessments with me, Leanne Hoagland-Smith? CLICK HERE to find a convenient time or just call 219.508.2859 MST.Share on Facebook
In checking my website analytics, I discovered this search term of “first rule of sales” to be the second most frequently term searched for my website. This gave me pause for concern because how many “first rules” do we find within the plethora of sales books, sales training and sales keynotes?
My sense from a philosophical viewpoint is if there is any first rule today is “people buy from people.” Zig Ziglar said “sales is the transference of feelings.” I believe that to be true. Yet to increase sales especially in today’s B2B, social media and technology driven world requires people interacting and sharing those feelings.
When we fail to realize that people buy from people, we devalue the human connection within the sales process.
Top sales performers truly understand this human connection. This does not mean they fail to recognize they must earn sales. However, they have learned how to balance building the relationship with fact finding, empathy as well as active listening.
If you want to become a top sales performer, to increase sales, to share the value your solutions bring to your ideal customers, then remember to be human. Leave your ego at the door. Truly care about the person opposite you. Amazing results will happen.
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Leanne Hoagland-Smith is THE People and Process Problem Solver for leaders who desire a Forward Thinking Sales Culture. She supports executive leadership in bridging the sales culture gap of people and processes that restricts SMB sales results. If you want to increase sales, then call Leanne at 219.508.2859 central time USA to solve your disengaged employees and ultimately your disengaged sales culture as well as improve your own sales results. Follow her on Twitter or check out her profile on LinkedIn.
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Pigeon holding, type casting, finding the easy way to do something is human nature. Salespeople are humans too and maybe that helps to explain why the first rule of sales is different for each individual.
At other times I retreat to President Theodore Roosevelt’s statement of “No one cares how much you know until they know how much you care.” Since I firmly believe in relationship selling, people must know you do care and you are not just another salesperson with another sales pitch.
Then Mark Twain’s words about “If the good Lord wanted us to talk more than to listen, he would have given us two mouths instead of two ears.” Active listening allows, at least, me to discover what others have missed.
During fact finding sales conversations, I remember the words of Marcel Proust who said “The true voyage of discovery is not seeking new landscapes, but seeing with new eyes.” His words remind me to keep a very open mind and not to look for the something new, but rather look for what others may have missed. This is probably why I changed my proposition or value statement to “The People and Process Problem Solver.”
After being in sales for over four decades, I truly believe the first rule of sales is different for each of us and is situational. To live by one rule may be self-defeating as to live by no rules.
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Leanne Hoagland-Smith is THE People and Process Problem Solver. She supports forward thinking leaders in bridging the gaps between the two problems restricting strategic business growth – people and processes. Leanne can be reached at 219.508.2859 central time USA. Follow her on Twitter or check out her profile on LinkedIn.Share on Facebook