25 Continuous Learner

Continuous Learner

 

Vernon Law, World Series Champion pitcher on the Pittsburgh Pirates, said this: 

 

“Some people are so busy learning the tricks of 

the trade, they never learn the trade.”

 

Never stop learning. Knowledge is your secret weapon.

 

Sales organizations place a lot of importance on training sales professionals on the overall capabilities of the products and the solutions they sell. It is often believed that when sales professionals are armed with product knowledge, sales revenue will be generated easily and flow freely. 

 

Sure, good sales professionals must understand their product capabilities, but the learning doesn’t stop there. Product knowledge is only part of what a sales professional must learn and retain in order to be successful. 

 

When it comes to continuous learning, Elite sales professionals will always: 

  • Learn to master all aspects of their craft: their markets, best practice selling techniques, and effective selling processes. 

 

  • Learn to master the powerful tools of their trade: Customer Relationship Management (CRM) systems, email marketing tools, and proposal generation tools. 

 

  • Apply their knowledge and understanding of their products, the customer’s business, the market, and potential competitors to their selling experiences on a daily basis. 

 

  • Become the subject-matter expert for selling, the “go-to” person with expertise customers depend on and value.

 

There are no simple tricks in the selling game… only dedication to continuously learn the selling trade that makes a sales champion. 

 

I’m DJ Sebastian, for more info on what it takes to become an Elite Seller, visit my website at thetechseller.com 

 

24 Celebrate Your Wins but Learn More from Your Losses

Celebrate Your Wins but Learn More from Your Losses

 

Take time to celebrate your wins – winning creates the spark that ignites the fire within you. It jump-starts your early-morning routine and makes it easier to take on the challenges of pursuing that next customer. It can set the pattern that you can follow to create future success. But don’t dwell on a successful pursuit too much. You could end up getting over-confident the next time.

 

On the flip side, it’s too easy to brush off your losses as bad luck or attribute them to a “clueless customer” who just didn’t get it. (Notice how “smart customers” are those who buy from you… and you rationalize that the others must not be that smart.) 

 

But making excuses prevents you from exposing the lessons from those losses. Continuous learning is gleaning all that you can, even from the opportunities when you didn’t win. While your competitive losses will hopefully be infrequent, make an honest assessment to evaluate why you lost… and how you will avoid the same losing result next time:

 

  • Were you sufficiently plugged in to the customer’s organization? Were members of the customer organization  actively opposing your solution?

 

  • Did you build strong relationships as an advisor and nurture sponsors who could become advocates for your solution?

 

  • Did you articulate a strong business value proposition? Did your customer buy in to your value proposition and internalize it to gain approval?

 

  • Did your competition establish a dominant position in the account and did they “outsell” you?

 

These are all questions for you and your selling team to consider in your assessment. While not very much fun, they will help you avoid repeating the same mistakes in the future.

 

I’m DJ Sebastian, for more info on what it takes to become an Elite Seller, visit my website at thetechseller.com 

 

23 Visualize a Positive Outcome

22 Handling Adversity

21 Champion Mindset