Extensive research, which has been conducted, shows that Selling is 80 % about people and only 20 % about the product or service that you sell. This means that if you want to really excel as a sales professional, it is crucial that you become an expert on understanding people, different personality types, their decision making and thinking styles and how to effectively communicate with them.
Of course the product or service, you are trying to sell is the focal point of any sales negotiation.
I met with a sales professional, Rodney a few years back, who sold 50 % of the turnover at the calendar printing company, where he worked. This despite the fact that he was 65, went for 4 hours of dialysis, three days a week and there were 16 other sales people in the organization, also selling the same calendars.
What lessons can we all learn from this incredible sales professional? For me the first and most profound lesson is simply this: “Invest more time into creating an unforgettable customer experience and less time into searching for your next customer”.
It astounds me to see how many sales people spend most of their day looking for new business, while they invest very little or no time, into creating an unforgettable experience for their current customers.