Has a system for planning work, and uses strategic planning tools for each account - Best Practice #48

by Dave Kahle

I believe in forms!  I know, that makes me a pariah among salespeople.  More paperwork!  Are you crazy?

     No.  I’m experienced.

     Here’s the thing about a well-designed form – it forces you to think thoroughly and methodically.  And thinking thoroughly and methodically is one of the ways that the best salespeople separate themselves from the pack. 

     I believe it is the ultimate success skill for salespeople.

     A few years ago, as I was interviewing a salesperson for a sales audit, the salesperson, in a moment of reflection said, “I never realized what a thinking person’s game sales really is.”

Amen.  Thinking well, for a salesperson, is the ultimate competitive edge.

Another Webinar for Salespeople

“Spend 20 percent of your time planning for the other 80 percent.”

That was advice from my first sales manager as I was entering my first professional sales position.  It turned out to be excellent advice, and I have followed it for 30 years.

In that time, I’ve refined the processes, disciplines and tools with over 500 sales teams.  Now, I’m bringing what I’ve developed to you.

On November 8^th, at 12:30 PM, I’ll present a one-hour webinar for salespeople, sharing the principles, processes, disciplines and tools I have developed to make planning easy and effective for B2B salespeople.

Your $47 investment will enhance your effectiveness throughout your career.

Space is limited, and we’ll taking registrations on a first-come, first-served basis.

Register here. 

     I believe that half of a salesperson’s success can be attributed to the quality and quantity of the thinking that he does.

     In spite of that, good thinking among salespeople is not that common.

     Bertrand Russell once said, “Most people would rather die than think.  In fact, they do.”

The world of salespeople is overrun with those who don’t want to think.  Give them the quick and easy answer.  “Tell me the five words that are guaranteed to get the customer to say yes.”  Or, “Teach me the phrase to use to close every sale, or overcome the most difficult objections.”  The constant search for the easy answer is the most visible expression of the avoidance of the painful process of thinking it through on their own.

     Some, even if they do understand the need to think, don’t have... READ THE FULL ARTICLE HERE