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Cutting Through the Water
The document discusses the journey of becoming a champion salesperson, or 'salespreneur', emphasizing the need for skill, knowledge, and dedication. It outlines the importance of overcoming the negative stigma associated with sales and highlights the traits that differentiate a successful salesperson from others, such as being both a servant and a leader. The transition from a traditional salesperson to a salespreneur requires continuous learning, expertise, and a proactive approach to identifying opportunities.
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Cutting Through the Water
- 1. Cutting Through the Water Becominga Champion Salesperson
- 2. Nikolaus Kimla [email protected] www.pipelinersales.com CEO atPipelinersales Inc. Written by... Based on the ebook › Cutting Through the Water: Becoming a Champion Salesperson
- 3. In any field,being good is one thing – but becoming a champion is quite another. For example, many people learn how to swim. But becoming a champion swimmer requires serious dedication, training and practice.
- 4. Fortunately, becoming achampion salesperson—what we call a salespreneur—doesn’t require the time and physical endurance necessary to become a champion swimmer. But it does require a level of skill and knowledge well beyond what is normally required of a salesperson.
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- 6. Resolving a BadImage There is a famous poster of Olympic swimmer Mark Spitz that adorned many walls in the early to mid-1970s, shortly after he won seven Olympic gold medals (a record held for 36 years) at the 1972 Olympics in Munich. The picture is of a shirtless Spitz proudly sporting those 7 medals. It is quite evident that Mark Spitz had no image problems. COPYRIGHT: Terry O’Neill
- 7. Resolving a BadImage It’s totally different with salespeople. The image of a salesperson is somewhat tarnished, a bit seedy. They are often seen as lacking ethics and morals, only “in it for the money” and not really caring about their prospects and customers. There is a general feeling that they are not to be trusted, that they are out to “rip someone off.”
- 8. Resolving a BadImage The true long-term sales champions are, in fact, completely contrary to the accepted image. They make such high sales because they do care about their customers, and are able to demonstrate how their products or services actually help the prospect solve a need.
- 9. Resolving a BadImage Because of this image, you as a salesperson have your work cut out for you. Much of the time your prospects have an innate distrust of all salespeople and automatically include you in that category. That is the first barrier to overcome. How?
- 10. The salesperson oftoday has access to knowledge that the salesperson of old did not. Knowing all you need to know as a salesperson, and fully operating with that knowledge, you will overcome any “sleazy” stigma attached to salespeople. In this slideshare, we'll cover the areas of knowledge you need to have. Such knowledge gives you the focus needed by a champion. Resolving a Bad Image
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- 12. The Born Champion? Itis said by many that you're born a salesperson, or you’re not. If you are, you can sell. If you’re not, you probably shouldn’t even try. This is not true, any more than there is such a thing as a “born swimmer.” There is no untrained child you can toss into the deep end of a pool, and just have him or her start swimming.
- 13. The Born Champion? No,selling must be learned. Fortunately it can be! While it took decades for champion swimmers like Mark Spitz to achieve their remarkable goals, it doesn’t take decades to become a great salesperson. It can be done in a few years. But you do have to do it.
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- 15. Perceiving Through theWater A salesperson must develop an alertness—a keen awareness of new opportunities and advantages. This is a salesperson’s stock-in-trade. The more natural this alertness, the more successful a sales rep will be. This alertness must exist in several different areas.
- 16. Perceiving Through theWater This perception includes: ● Prospect pain points, and exactly how and the transfer of that knowledge to your product or service relates to them ● Knowledge of your product or service, and the transfer of that knowledge to the prospect ● The recognition of future opportunities
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- 18. The Salesperson isa Servant/a Leader A buyer is coming to you with particular issues to be solved by your product or service. The better you are able to do so, the higher the chances of a close. Once the close is done, continuing to help the customer makes the chances of future sales more likely. In this respect you are certainly being a servant to the customer.
- 19. But a salespersonis not only a servant. Despite any sales resistance, prospects are indeed looking to you for answers. It is up to you, in providing those answers, to become a leader. The Salesperson is a Servant/a Leader
- 20. The Salesperson isa Servant/a Leader Part of your alertness as a salesperson must be to know when to switch back and forth to either of these roles. Likewise, this is also true of switching from a listener to a speaker and back. As a salesperson, you are both a servant and a leader.
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- 22. The Salespreneur A salespersonis often concentrating on their own tasks, not paying significant attention to the rest of the sales force or the overall company. A salespreneur, however, is looking at the broader picture: seeing themselves as the most important visible representative of their company. They have a deep knowledge of their company and their offerings, and the focus is on maximizing those offerings to solve the business issues of the customer.
- 23. The Salespreneur Like entrepreneurs,salespeople are always on the lookout for new sales opportunities. But once again there is a prime difference between a salesperson and the salespreneur.
- 24. The Salespreneur A salespersonused to being fed sales leads might decide it’s not their responsibility to bring leads into the company—that’s Marketing’s job. But a salespreneur will always be on the lookout for new leads—for example when they hear about another company that is experiencing issues the salespreneur’s company solves. Or they will prospect on social media. They will always find ways to bring in their own leads, whether or not it is their job.
- 25. The Salespreneur A salespreneuris constantly on the watch for previously unseen possibilities—in all areas. These include sales prospects, but also extend out to new market prospects, new product or service possibilities, ways to beat the competition, and more.
- 26. The Salespreneur So howdo you make the transition from salesperson to true salespreneur? The short answer is, it comes from knowledge and experience continuously gained and, more importantly, continuously applied.
- 27. The Salespreneur Here isa bit of a longer answer, and a pathway you can follow: 1. Always be learning 2. Become a Total Expert on Your Product 3. Become a Total Expert on Your Competition 4. Become a Total Expert on Your Customers 5. Apply All of Your Expertise, Continuously 6. Raise Your Awareness of Opportunities
- 28. The Salespreneur Here’s wishingyou unheard-of prosperity and success in your new role as salespreneur! Pipeliner is the CRM solution designed to totally empower you.
- 29. CRM (R)Evolutionized—Instant Intelligence,Visualized! DOWNLOAD FREE TRIAL SEE ALL BENEFITSor