Selling is easy, it's the training that's hard. Exactly the opposite of everything those courses and books tell us.
That's not hard to understand. If I sold sales training, or books with the silver bullet answer I'd be saying the same thing. "Buy my really easy training to be great at something that's awfully hard – only $19.95 (or $999.50) for something to make you successful, forever". A proposition so cool I want to buy it myself. The truth is everybody who's tried knows the answer to success in selling can't be found in books, or training courses. If it did the world would be full of great sales guys. Nobody would pay decent money to hire them. Selling would be like valet parking. And it isn't! Here's the problem. We all have a unique personality. All of our customers have unique personalities. Every sale is unlike anything that's gone on before. To be great sales guys we have to find that particular magic – the one which works for us. And the only way we can do that is by trial and error – getting it wrong more often than getting it right. That's why the training is hard. It's on the job, learning from mistakes. Once we've done the learning selling is easy. We now know we can't sell to everybody in any circumstance, so we start focusing on the deals we can win. That's when selling gets to be easy.Posted via email from stevensreeves
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