The Best Sellers in History has been a hit and we’ve been doing it for the last few months. We have highlighted individuals and classified them as the best sellers throughout history. Over the course of the series, we’ve talked about:
In this series, Donald has talked about several individuals who made their mark. They were influential and persuasive people who were able to make a difference in their lifetimes. We’ve talked about Jesus Christ, Oprah Winfrey, Reginald F Lewis, Martin Luther King Jr., Harriet Tubman, Benjamin Franklin, Mahatma Gandhi, Mother Teresa, and Abraham Lincoln. They were amazing sales people even though they weren’t in sales for a living. For example, Abraham Lincoln wasn’t a salesman but he did sell a major idea.
All of the individuals we’ve discussed are tied to a vision we are still talking about today. Websters defines vision as a thought, concept or object formed by the imagination. You can have a vision but that doesn’t necessarily mean your vision is going to compel people to take action. For people to join you, your vision must reveal and alleviate the pain. If people understand how your vision can help them, they will want to know more and be more compelled to come alongside. People need to understand why they should sacrifice their time, effort, and resources for your vision.
Martin Luther King Jr., illustrated this beautifully in his speech, I Have a Dream. He didn’t offer a detailed plan of execution, Martin Luther King Jr. simply stated his vision and invited our imaginations to join him in a better world.
If you want to become a great salesperson, you too must be able to learn to sell a dream.
As scripts are recycled, sales reps are saying the same things. How are you going to stand out in the way you communicate with your prospects? By recognizing your clients’ pain points and offering a vision of what life would be like without these challenges. Here’s an example:
“60% of what your sales reps are doing today are non-sales related activities and will not generate business for your organization. Based on what you’re paying them, that could cost you anywhere from $2000 to $5000 in wasted resources, not to mention lost opportunities. If we can demonstrate how we have helped other organizations like yourself show their sales reps how to become more productive and increase sales by 30 to 40% per rep. would you be open to learning more about that?”
You can do this in the form of a video or a phone call. Regardless of the platform you use, be able to paint a picture for your prospect. Speak about the pain that most sales leaders and other businesses face. Help the culture change within the organization by making them see the problem, quantifying their pain, and helping them see how bad it impacts their business. You are giving them a vision of what life could be like for their organization if they keep going in the same direction. As the sales rep, show up as the solution.
It’s a fact that not everyone will buy into your vision, just like the other individuals we’ve talked about in this series. The greatest sales people in history faced opposition but they showed up and they were brave. Be brave.
The second lesson from this series is to not fear the challenge of going against the status quo or your own organization. When organizations find themselves in a rut , they can do the same things over and over again even if they’re still not seeing positive results. Disrupt the rhythm by showing how you can provide the opportunity for these systems to get better.
When you offer change, be respectful and be ready to show the data. Pepared and take on chances.
The new series will be coming in after the month of March. We will be focusing on SaaS and we’ll be interviewing individuals who are in the SaaS world. This series is called BDR, business development representatives and it’ll be rolling out by April. We’ll be getting on people from Donald’s team. It’s almost like a reality TV show and they are going to talk about their journey and experiences as salespeople and how they were able to become successful. This series may run for six episodes and will be posted and played every Wednesday.
If you want to hear more and review this series, you can just head on to The Sales Evangelist podcast site and type Best sellers in history series in the search bar.
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Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth. Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.