Amateur or Pro?

Hand of player chess board game putting white pawn

There’s not a salesperson or sales manager reading this blog that will ever admit that they give the impression that they are an amateur in sales, as opposed to a professional salesperson. Not a chance. But some of you do.

Amateur: a person who goes from place to place hoping to make a sale.

Professional Salesperson: a person who solves problems & offers solutions.

You’ve gotta be saying right now, Yep, that’s me… professional salesperson. I’m good…. just ask me.

No need to argue with you on that. Let’s just go ahead & take a little survey. Here are 14 items that separate the Peddler from the Pro. If you can be ridiculously honest with yourself as you go down the list, we won’t ever tell anyone (they already know).

Thinks “curious” is a buying signalHears the word curious & knows it’s time to go to work
Tries to make a sale (convinces)Tries to understand the problem & develop a solution
Handles objections (canned)Brings up common objections & builds credibility
Stereotypes the prospect (prequalifies)Never pre-qualifies – but gets to reality quickly
Gives the same “sales pitch” to every prospectTreats every prospect differently & customizes solutions
Believes it when prospects say TIO (think it over)Realizes TIO means NO most of the time
Stresses Features & BenefitsStresses qualifying questions
Sees prospect as an “opponent” – wants the “Win”Sees prospects as eventual partners (everybody Wins)
Views price as the main issueViews total cost as key (sells the value)
Does 70% + of the talkingDoes 70% + of the listening
Does bids, quotes & proposals (to everyone)Offers quotes & proposals to qualified opportunities
Tries hard to “Close” businessConcentrates on opening business properly
Dumps information in the prospects lapAsks good (sometimes tough) questions
Chases prospects for decisionsSets expectations for when decisions will be made

Definition of Professional Selling:

Your solution, your price, your terms – BOTH SIDES HAPPY

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Dave Tear

Dave is passionate about selling & helping others understand the sales process. Whether a client company has a 5 person sales team or a 300 person National sales force, Dave can Coach & Train them to be the best in their industry.
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