The typical sales person cannot tell you what it takes to make a sale happen. If you ask them to define their sales process half will tilt their heads like my white lab, Decker, when my son’s playing his trombone…25% will say they “bond and ask open-ended questions” and 20% will just ramble aimlessly, tell a joke and offer to buy you a shot of whiskey and compare Fantasy Football rosters. The 5% that have learned to codify and systematize and automate their sales processes are the ones making all the money. It all starts with putting the science into the art of selling. (And don’t try to BS me into believing “sales people are born not made!” because I hate choking on my Coke and making the fizz come out of my nose. It burns and makes my eyes water.) Shakespeare seemed to make some beautiful pieces within the [...]
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