When Mike Simmons made the move from individual contributor to leader, he tried to implement his own approach to the sales process. He eventually realized that his scripts and his processes wouldn’t work for everyone on the team. He discovered that each person needs a unique set of guiding principles.
On today’s episode of Sales From The Street, Mike shares the importance of guiding principles in the sales process, and how you can establish your own set of guiding principles.
Very often in sales, people copy the things they see working for other people. In my own case, I assumed that I should copy the people around me because they were finding success.
Taken to an extreme, Mike recalls seeing the same email used by multiple people, complete with the same typos as the original.
It took time for me to realize that I needed my own unique seller persona in order to connect with my customers, which is just as valuable as a buyer persona.
This isn’t to say that we shouldn’t learn from each other; of course we should collaborate and combine our efforts.
Instead of simply copying others’ work, adapt their work in a way that is unique to you.
Don’t trust your preconceived notions.
Mike shared a story about his experience selling fitness equipment on a day when a customer entered the store in raggedy sweatpants.
He joked with his coworker about whether the guy would actually buy anything.
His coworker later said he almost didn’t get the sale because the customer heard Mike’s sarcastic comment and was put off by it. Mike learned on that day not to judge a book by its cover.
In fact, because he does his best work in board shorts and flip flops, he has learned not to let preconceived ideas limit his success.
Mike became aware of guiding principles when he discovered Ray Dalio’s book Principles: Life and Work.
Our own patterns and tendencies evolve over time, and they are specific to our personality and outlook.
If, for example, you don’t really care much about relationships, it’s hard to be a solution-oriented sales rep who is focused on relationships.
“Mike Simmons” episode resources
Connect with Mike to learn more about Catalyst Sale. Launched to help sales leaders connect the right people at the right time, Catalyst Sale seeks to help sales executives engage all their available tools to cut through the noise of a crowded sales arena.
Find Mike on Twitter, where he points out that he doesn’t schedule Tweets; when you see him Tweet, he’s doing it live and in-person. You can also find him on LinkedIn, and as well as on the Catalyst Sale Podcast.
When you reach out, mention The Sales Evangelist Podcast so he’ll know the context of the connection.
He also invites you to call him at (480) 772-7448. Before you call, though, text him to let him know you heard him on the podcast and he’ll return your call.
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