Leadership insights from Paul Robinson garnished with a splash of humour
Seven Sales Lessons: Wisdom from the Trenches
Seven Sales Lessons: Wisdom from the Trenches

Seven Sales Lessons: Wisdom from the Trenches

Ah, the world of sales! A realm where charm meets strategy, and every interaction is a delicate dance between persuasion and authenticity. In my early days as a direct selling professional, I stumbled, I soared, and most importantlly, I learned. Today, we unravel seven profound lessons that will elevate your sales game from good to legendary. So grab your notepads and buckle up; we’re about to embark on a ride filled with insights and revelations.

Lesson #1: The #1 job of a salesperson is not to sell but to help a prospect buy.

Gone are the days of pushing products like a used car salesman on turbo mode. Today’s sales pros are more like trusted consultants in the business of buyer empowerment. Picture yourself as a retail therapist, guiding prospects through the maze of choices with a sprinkle of transparency and a dash of integrity.

Ah, the age-old tale of the go-getter salesman, charging ahead like a bull in a china shop. But hold onto your hats, folks, because times are a-changin’. Say goodbye to the aggressive go-getters and hello to the suave go-giver persuaders, the smooth operators of the sales world. Sales wizards who rock the “go-giver” cape aren’t just after a quick buck; they’re on a mission to add value to every interaction. From educating prospects on the wonders of their offerings to swooping in like superheroes to rescue them from their pain points, it’s all about being the ultimate problem-solving sidekick.

By showcasing the true magic behind their products or services, sales champions transform indecisve and confused prospects into confident decision-makers. It’s not just about sealing the deal; it’s about building trust bridges that stand the test of time. So toss aside the sales pitch and strap on your trusty advisor hat—it’s time to create partnerships that are as epic as they are profitable.

Lesson #2. People buy things from people they like.

In the wild world of sales, it’s not just about what you’re peddling—it’s about who’s doing the peddling. Picture this: you’re not just a sales ninja; you’re a charisma connoisseur, charming your way into customers’ hearts before they even think about their wallets.

Before you unleash your epic pitch deck and dazzle the masses with your wares, there’s one crucial item that needs to be sold: YOU, the ‘Conselltant’ extraordinaire! Yep, that’s right—before they’re buying what you’re selling, they’re buying into YOU. Consider yourself the hottest item on the shelf, the must-have accessory of the sales world. Because let’s face it, folks: if they don’t trust you, they ain’t buying squat.

True sales superheroes know that trust is the currency of the realm. They listen with the intensity of a detective on the case and empathize like a therapist in a rom-com. Remember Maya Angelou’s wise words:”People will forget what you said or did, but they will never forget how you made them feel.”. If they feel you, they will buy from you. Period.

So ditch the cheesy sales pitch and focus on forging connections that would make even Cupid envious. When authenticity meets empathy, the sales magic happens, leaving behind a trail of satisfied customers and soaring profits.

Lesson #3. Comfortable prospects don’t buy your products or services; only the disturbed ones will buy.

Picture this: your prospects are lounging in their comfort zones, sipping on complacency like it’s a fancy cocktail. But wait—cue the disruption! Suddenly, they’re jolted awake, realizing there’s a void in their lives begging to be filled.

Back in the rad ’80s, tapes were kicking it old school, but along came CDs strutting their stuff like the new kids on the block. However, it wasn’t all smooth sailing. Folks were clinging to their trusty tapes and beloved vinyl records like they were treasure maps to musical bliss.

Enter the game-changer: the ‘high fidelity sound’ campaign. It swooped in like a rockstar, turning up the volume on the imperfections of tapes and the crackling static of vinyl. Suddenly, folks couldn’t unhear the siren call of pristine sound quality. By ruffling a few feathers and shaking up the status quo, this campaign did the unthinkable—it made CDs cool. So here’s to disturbance in the force and revolutionizing the way we groove. Who knew a little crackle could lead to a whole lot of CD-loving goodness? Disruption by disturbance indeed.

It’s like when you’re chilling on the couch, and then it hits you: you need that latest gadget, stat! That’s the power of disruption, my friend. It’s the wake-up call your prospects didn’t know they needed. Give them the FOMO.

So, roll up your sleeves and get ready to be the solution to their newfound problem. Paint a picture of a brighter, more fulfilling future with your product or service. Show them the light at the end of the tunnel and watch as their comfortable complacency morphs into eager anticipation. After all, who needs comfort when you can have excitement, right?

Lesson #4. People don’t buy for logical reasons, they buy for emotional reasons.

When it comes to whipping out that wallet, it’s less about being Mr. Spock and more about tapping into your inner Captain Kirk. Forget logic; we’re talking feelings here—those warm, fuzzy emotions that make you want to splurge like there’s no tomorrow.

So, when you’re selling your wares, ditch the tech jargon and bust out the heartstrings. Paint a picture of how your product or service will make their life better, brighter, and maybe even a tad more adventurous. Think less instruction manual, more bedtime story. After all CocaCola is not selling sugar water in a bottle, they are selling happiness. Right?

Because at the end of the day, we’re all just big kids looking for a little emotional pick-me-up. So go ahead, tug at those heartstrings, and watch those sales numbers soar. After all, who needs facts when you’ve got feelings? When it comes to splurging, it’s all about tapping into those heartstrings. Take the Rolex, for example. Sure, it tells time, but let’s be real—it’s more about flaunting that bling and basking in the envy of your social squad.

When asked why they dropped a small fortune on a watch, folks might throw around terms like “precision engineering” and “accurate timekeeping.” But let’s be honest: it’s the thrill of feeling like a million bucks that seals the deal. Who needs logic when you’ve got swagger, right?

Lesson #5. Every ‘no’ brings you closer to a ‘yes’.

Alrighty, strap in for some truth bombs, folks! Picture this: every “no” you hear is like a stepping stone on the path to that glorious “yes” oasis. It’s the sales mantra, the holy grail of persistence, and the ultimate ‘law of averages’, that’s as reliable as your grandma’s apple pie recipe.

Selling ain’t no fancy dance; it’s a good old-fashioned numbers game. It’s like playing darts blindfolded—sure, you might miss a few bullseyes, but eventually, you’re gonna hit that sweet spot.

Think about it: who’s gonna rake in more “yeses”? The one who’s faced more “no’s,” of course! In the game of sales, rejection ain’t just a possibility—it’s practically a rite of passage. Embrace those fails like they’re badges of honor, ’cause they’re just stepping stones on the road to sales superstardom!

So, armed with your golden list of prime prospects, you unleash your charm offensive. You woo them, you wow them, and you refuse to take no for an answer. Because here’s the thing: even if they slam the door in your face at first, you’ve planted the seed of possibility. So, dust off that rejection-proof armor, muster up some courage, and dive headfirst into the sales desert. Remember, it’s a numbers game, baby! Keep swingin’, keep hustlin’, and before you know it, you’ll be swimming in a sea of “yeses” like a sales savant on a winning streak.

Lesson #6. If you want to acquire 10 new customers, seek out 10 new ways to get one customer.

Ah, the thrill of the chase in the wild world of customer acquisition! If you’re gunning for a cool ten new patrons, you better strap in for the ride and explore ten unique paths for snagging each one.

Think of it like a treasure hunt; you’re not just digging in one spot, oh no. You’re scouring every nook and cranny, turning over every rock in search of that elusive golden ticket. And let’s face it, the same old song and dance won’t cut it. It’s time to shake things up, get creative, and unleash a whirlwind of innovative marketing tactics.

From dazzling social media campaigns to guerrilla marketing antics that leave your competitors scratching their heads, it’s all about capturing attention and stealing hearts. Because when your brand becomes the talk of the town, those customers aren’t just knocking on your door—they’re kicking it down with enthusiasm.

So, my intrepid marketer, never settle for the status quo. Keep experimenting, keep refining, and keep pushing the boundaries of possibility. After all, in the game of customer conquest, it’s the bold and the brave who emerge victorious!

Lesson #7. Most sales objections are just automatic reactions from prospects; when you hear one, feed it back to them.

Objections make you terrified of selling, but objections are your ally. When a prospect throws a curveball your way, don’t duck and cover; catch it, toss it back, and watch the magic unfold.

Picture it: your prospect balks at the price tag, claiming it’s “too much.” But fear not, dear sales warrior, for this is your moment to shine. You feed back the objection “do you really think it’s too much.” Hit ’em with a witty retort: “Too much? Are we talking about the price or the sheer awesomeness of what you’re getting?”

By flipping objections on their head, you’re not just addressing concerns; you’re diving into the psyche of your prospect. You’re Sherlock Holmes, unraveling the mystery behind their hesitation.

Once you’ve cracked the code, it’s showtime. Highlight the value proposition like a magician revealing their greatest trick. Wave your wand (or PowerPoint clicker) and showcase why your offering is worth every penny.

So, when objections come knocking, don’t slam the door in their face; invite them in for tea and crumpets. Because in the world of sales, every objection is just an opportunity in disguise. And with a dash of wit and a sprinkle of charm, you’ll turn skeptics into staunch supporters faster than you can say “cha-ching!”

So here you have it. My top seven sales lessons from the street. In fact. there is so much that I have learned about sales but more from sales itself. Picture it: me, a few decades back, a shy introvert who wouldn’t say boo to a goose. But oh, how the winds of sales changed me!

Yep, sales slapped me out of my comfort zone faster than you can say “sales pitch.” Suddenly, I was schmoozing and wooing like a seasoned pro, mastering the art of influence, persuasion, and negotiation faster than you can say “commission check.”

Before I knew it, I’d transformed from wallflower to sales superstar, rocking the ambivert vibe like it was nobody’s business. Next thing you know, I’m strutting my stuff as a management consultant, wowing crowds as a keynote speaker, and penning bestsellers like there’s no tomorrow.

So, here’s the deal, my friends: once you’ve tasted the sweet nectar of selling success, there’s no going back. It’s like riding a sales rollercoaster—you’re hooked for life! So grab your sales hat, embrace the hustle, and watch as the world becomes your oyster. Because when you know how to sell, ain’t no mountain high enough, ain’t no valley low enough to keep you from reaching the top!

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