Golf, Good Questions, and The Basics of Selling

by Dave Kahle

   Sales is, at its most basic level, a relatively simple process.  I recall one of my clients showing me the flow-chart of his sales process.  Twenty six steps.  That level of detail may be appropriate for that specific situation, but it is an overkill when we are talking about the application for a typical professional sales person.

           The job of the sales person is much like playing golf.  In a four-hour round of golf, the club hitting the ball only takes about three minutes.  Everything else is prelude or postlude.  The essence of the game is, of course, to hit the ball correctly.

           The same thing is true of sales.  The essence is to interact with the customer effectively.  Everything else is prelude or postlude.  The best golfers execute the essentials with excellence.  They focus on the three minutes.  The best sales people execute the essentials with excellence.  They focus on the quantity and quality of their interactions with their customers.

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“I’m really noticing that my language is changing, in the way I lead my sales team. Not only that, but I’m also seeing their language change in the way they deal with our customers. The practices, principles, and teachings are literally coming to life; it’s almost effortless. We don’t have to go out of our way to apply Dave’s methods, we’re transforming and improving – almost automatically, as we spend time in Immersion each month. Immersion is also fostering better cooperation and communication between our managers and our sales people. We all wear different hats, come from different backgrounds, and have different responsibilities. But we’re in the foxhole together, shoulder to shoulder. Immersion has fostered a great togetherness – we’re all on the same page in our communication – we’re all on the same team. I feel very fortunate to be a part of Dave’s development. It’s been great.”

- Nick Reed, Sales Manager, Modern Builders Supply

Other people can teach you to sell.  We empower you to Sell Better.

So, regardless of the intricacies of the customer, the product and the setting, the job of the sales person can be reduced to these basic elements:

1.  Engage with the right people.

2.  Make them feel comfortable with you.

3.  Find out what they want.

4.  Show them how what you have provides them what they want.

5.  Gain agreement on the next step.

6.  Insure that they are satisfied, and leverage that satisfaction to other opportunities.

           1.  Engage with the right people.

           You can be the most trained, thoroughly equipped sales person, with the best questions, the most powerful presentations and the gift of a good sense of humor.  However, if you waste all this on the wrong people, you’ll never be successful.

     Engaging with the right people is an absolute essential.  However, it is far more difficult today than ever before.  And it is  ... CLICK HERE TO READ FULL ARTICLE