Selling skills:
Stew is a friend of mine who is a top salesperson in the personality assessment industry. Stew is such a success in sales that he was able to buy out the company that he worked for. This is a company that he helped make very successful because of his sales skills. Stew has gone on to take his local company to a national and international success.
So what is Stew’s selling skills secret that makes him such a phenomenal sales success?
Stew’s secret can be uncovered in a laser light. What is a laser light? – “The light is very directional. A laser light has a very tight beam and is very strong and concentrated. A flashlight, on the other hand, releases light in many directions, and the light is very weak and diffuse.” From the site “How stuff works”
One of the things that impress me about Stew is the laser like direction he has. Yes, Stew has a passion for the products he sells. But he combines his passion with “a very tight beam” of daily activities that are “very strong and concentrated.”
Whenever I have the opportunity to talk or meet with Stew I’m always impressed with something. Whatever he is doing is tightly aligned with some aspect of promoting his business either directly or indirectly.
Are you a flashlight or a laser? Too many salespeople I know are missing that laser like focus in their daily selling efforts. Unlike Stew, they are more like flashlights. Their flashlight qualities take them “in many directions, and the light is very weak and diffused.”
What are the signs of “flashlight” focused salespeople?- They get to work rushed and are usually running late.
- Their “settling in time” of getting coffee, chatting with associates, making some personal calls, doing “busy work” stuff …and so on, takes a lot more of their time than they realize.
- Their morning breaks, planning for lunch, having lunch, post lunch settling back in time, and afternoon breaks, takes a lot more of their time than they realize.
- One study suggests that if you actually recorded their prospecting activities and their face to face selling time it only accounts for about one third of their day.
I don’t want to give you the impression that Stew is a robotic impersonal machine because he is not. Stew is a very friendly and personable guy. But it wouldn’t surprise me if over 80% of Stew’s business day was devoted to productive business actions (prospecting & selling). That is why Stew continues to grow his high paying career and is truly a “Top Gun” of sales professionals.
Your selling skills action item:
Block out specific chunks of time during your day that you will devote “exclusively” to prospecting and face to face (or phone to phone) selling time. Test this for 30 days and watch what happens to your commissions.
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