Sales Veteran or Sales Rookie?
By Mark Trinkle, Sales Development Expert
5 Habits of Successful Sales Veterans
- They get introductions
- When they lose, they lose early
- They have fierce conversations with prospects
- They only present at the right time
- They would rather “eliminate” than “date”
Play The Sales Brew:
By Mark Trinkle, Sales Development Expert, Anthony Cole Training Group
Welcome to our Sales Brew. This week is a tribute to Veteran’s Day and the brave men and women who have served our country. As has been said, the nation that forgets its defenders will itself be forgotten. I hope you join me this week in honoring those who have sacrificed protecting our freedom.
The Veteran’s Day holiday got me thinking about another kind of veteran…namely veterans in the selling profession. Here are the key differentiators between sales veterans and sales rookies:
- Veterans Get Introductions – Veterans use introductions or referrals and they rarely cold call. They treat their network as a garden that must be tended if it is going to produce the desired result. You will see veterans spending measureable time connecting the dots in strategic relationships.
- When they lose, they lose early. They believe the best day to lose a sale is the first day and the next best day is today. They would agree with me that is not a sin to lose a sale; but it is a sin to lose a sale late…as in late in the process.
- The conversations that they have with prospects are fierce. By that, I mean the conversations are passionate and unbridled; they simply let it rip…believing that the goal of the initial conversation is clarity. That, by the end of the meeting, the prospect will have the table pounding conviction to know if they need to continue or end the conversation. And the veteran sales person is ok with either outcome.
- Veterans shorten the sales process by making sure they only present at the right time. Veterans know that the only right time is when the prospect has agreed to make a decision at the conclusion of the presentation.
- They would rather “eliminate” than “date”. Their mindset on the first call can be summed up by two words: “Convince me.” The veterans require their prospects to convince them that the conversation should continue. Interesting how different this is from sales rookies who take the other approach and are always trying to convince the prospect that the conversation should continue.
So, how about you? Even if you are not a veteran at selling, are you selling like one? And, most importantly, remember to thank a veteran for their service.
Thanks for listening…now go sell like a champion today.