Peddler or Pro?

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

Peddler: a person who goes from place to place selling goods.

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 and 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 I promise to never tell anyone (they already know).

PEDDLER

  • Thinks “curious” is a buying signal
  • Tries to make a sale
  • Handles objections (canned)
  • Stereotypes the prospect (prequalifies)
  • Gives the same “sales pitch” to every prospect
  • Believes it when prospects say TIO (think it over)
  • Stresses Features & Benefits
  • Sees prospect as an “opponent” – wants the “Win”
  • Views price as the main issue
  • Does 70% + of the talking
  • Does bids, quotes & proposals (to everyone)
  • Tries hard to “Close” business
  • Dumps information in the prospects lap
  • Chases prospects for a decision

PRO

  • Hears the word curious & knows it’s time to go to work
  • Tries to understand the problem & develop a solution
  • Brings up common objections & builds credibility
  • Never pre-qualifies – but gets to reality quickly
  • Treats every prospect differently & customizes solutions
  • Realizes TIO means NO most of the time
  • Stresses qualifying questions
  • Sees prospects as eventual partners (everybody Wins)
  • Views total cost as key (sells the value)
  • Does 70% of the listening
  • Offers quotes & proposals to qualified opportunities
  • Concentrates on opening business properly
  • Asks good (sometimes tough) questions
  • Sets expectations for when decisions will be made

Definition of Professional Selling:

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

 

 

 

Posted in

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.
Get in Touch

Ready for Your Sales Team to Take it to the Next Level?

Dave's helped dozens upon dozens of companies up their sales game. Find out how he can help your team take it to the next level!

Also from the Sales Coaches' Corner...

Motivation Does Not Work!

There! I said it. Owners of Companies, Presidents,  VPs of Sales & Sales Managers ... HEAR THIS... You ...
Read More

Sales is nothing more than setting expectations

How many times have you left a sales appointment... walked to your car in the parking lot... & ...
Read More

The rules have changed in sales

The rules have changed for Salespeople! Prospects are more educated than they have ever been before. Companies are ...
Read More

SUBSCRIBE TO OUR

NEWSLETTER