Gary Manske, the Executive Director for Sales and Marketing of Dakota Micro, Inc suggests that salespeople should approach sales as an art and a science instead of a grind, but what exactly does that mean?
It’s a mindset thing
- Have the mindset of always being curious and ready to learn something new.
- People who are defeated say “it’s not working anymore.” They make excuses and often, the current excuse is COVID.
- While that is a legitimate view, you still have to look at things from a different perspective in order to keep going. Instead of your circumstances limiting what you can do, look at it as a new environment and an opportunity to see new ways you can reach out to your prospects.
- Regardless of the situation, sales is all about relationships, so find a way to connect with people.
- The old school sales approach of getting on the phone, playing the numbers game, and needing to have consistent activity makes the sales process a grind.
- Go into sales with a different mindset. Instead of getting caught up in the grind activity, reflect on what you learned yesterday.
- Sales is not just about coming into the office, booting up the computer, picking up the handset, and calling. You can find ways to enjoy the process.
Sales as an art
- Enjoying sales starts with the right approach to leadership roles. It involves supporting your team and having the desire to help other people get better.
- Don’t start a team meeting by talking about numbers. Get personal and let them know you’re all in this together.
- Sit down with all the members of the team and have a practice game, a dialogue, a conversation. Focus on how you can help each other.
- From an individual perspective, if the leader isn’t taking the team in that direction, then create the opportunities yourself. There’s nothing better than the opportunity to be yourself.
- Be the catalyst for change. Be the person that helps and motivates others. As you gain more knowledge, share it with your colleagues.
Getting out of the box
- It is hard to work from home in this pandemic. It can be stressful so look for a way to get out of the box.
- Make time for watercooler conversations and the things you are missing.
- Be responsible and professional.
- As a leader, hire salespeople with the right attitude, especially in this pandemic.
- Don’t ever sell out of your own shoes. This means not putting the clients or prospects in your shoes. That’s not your job. You can’t judge their purchasing decisions based on your financial capabilities. If you are selling a Rolls Royce and you yourself don’t own one, you can’t really judge if a person coming into the showroom can or cannot afford your car.
- When you enjoy what you’re doing, you will eventually see good results.
“Motivation: Approach Sales as an Art and a Science Instead of a Grind” episode resources
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