“Selling is a dying craft. This is nothing to mourn. Half of the people who are in sales today should get out of the profession to pursue other opportunities. Every time technology does the work of humans, we see that as progress. We’ve created amazing tools. Computer systems can fake real conversations, but many times this leads to a self-perpetuating cycle of nonsense. People send out mass emails and customers opt out. Social media is the next generation of conversation. Take a look at the tweets that are sent. Ask yourself, are you really having a conversation, or are you perpetuating nonsense?”

I’ll agree that sales as a profession is dying, but that may be due to the lack of training funds. Back in the day, all of the Big Corps – like IBM, Xerox, DEC, Bell – had extensive training for its sales teams. Today, not so much. Couple the lack of sales training with a total lack of training (and knowledge) in how to hire and manage salespeople leads to the mess we have today. So, yeah, many of them should pursue other careers, especially if you can be replaced by an inbound tele-marketer or an online application. (*Cough*Cough*Order taker*Cough)

Where Dave is wrong is in social media. Most people have zero idea how to utilize social media for conversations. Most tweets are just links to the tweeter’s blog (or other content), so he can track his influence and increase traffic.

Sales in essence is the art of the conversation. Open ended questions being the key to consultative selling. Translating that to an app is challenging, but learning that social media is just a new communication tool like IM/chat and email is simpler. Salespeople will need to integrate that into their toolbox in 2011. But be cautioned that most people using Twitter and other social tools are not the example you want to follow. Broadcasting all day will not engage anyone. Listening and Learning are the essential. It’s back to basics.

He states, “The Social Media area of the New Media is a listening platform, NOT a selling platform.” I believe that, but so many use it as a broadcast media. A PR machine. That doesn’t work for attention or selling.

Social media works effectively for Customer Care. Ask @XOCare, Comcast, JetBlue, SWAir. Why? Engagement.

Rule number 1 in sales is be Friendly. Make a friend. You can do that online. If you Listen first. Then have a conversation.

“Give generously and people will follow you.” That is the premise of Linchpins by Seth Godin. Be Generous. It’s one way to stand out or become an Expert.

The new sales process involves word-of-mouth, user reviews, online searches, and comparison shopping.

I have seen people test social network responsiveness of companies before buying from them. It’s a whole new world.

It’s definitely easier to sell things like Dell gear, hotel rooms or discounted airfare, than services on social media. But that doesn’t mean it can’t be done. It’s just more challenging.

If you say you Lost the sale on Price, what you are really saying is that you did not establish your Value. Without Value, it comes down to Price only. Remind yourself What is your USP?

If you can’t get an appointment, it’s because you are boring and sound like everyone else. Have fun. Be more interesting. Be Creative.

Are you Engaging the Prospects? What kinds of Questions do you ask? Do any of your questions make the prospect thing differently?

Voicemail sucks doesn’t it? And you can’t get calls returned, huh? Why? You don’t give them any reason to call you back. Be Creative. Be Different. Intrigue them. Be funny.

What makes me laugh is the “I don’t have enough time to ….” Time Management is everyone’s Achilles Heel, but you have to do what is important, not urgent. Pre-call preparation is important. Dialing and Smiling works better with a little research. We have this thing called Google that holds a boatload of info about your prospective company.

At the end of the day, Action, Hard work, Creativity, and Preparation will help you succeed. Remember to Work the Process.

Listen as if you care what the other person is saying. Don’t just wait for your turn to say something or blather.

Active Listening Is an Essential Sales Tool by Keith Rosen contains Eight Ways to Become the Most Effective Listener, including Listening for what is not said.

David Kahle has the S.P.E.C.I.A.L. Technique for Improved Listening here.

I hope you were listening.

When we checked in at Gitomer’s training, no one asked if we wanted to go to the Action section. Gitomer made a statement about how he likes ActionCoach CEO Brad Sugar, but no upsell there either.

When you have that many touch points in a sales process, you need to take advantage. Want to see a company that does it well? Go buy a domain name.

Keith has released a prospecting checklist for you to use to schedule more appointments with key decision makers. (Notice the term “key decision makers” – that’s called a qualifier).

Another gift from Keith is his new 100-page e-book, Leadership Mojo. To receive your free copy, simply send an email to mojo at profitbuilders.com with the words “Leadership Mojo” in the subject line and within minutes, you’ll receive your special download! Now go sell seomething!

“Most sales people walk into a customer meeting with a “me me me us us us”
pitch. Little time is spent with probing questions like “What are your team goals for the year? How can we help you accomplish those goals? What are your biggest concerns/issues you are facing with vendors today?” It’s not a novel idea-but it’s one easily forgotten.”

Prospecting or as I call it Disqualifying. Identify who needs your product; wants your product; and can afford to pay for your product. Must have all 3.

Needs Analysis. After you find the prospect, you engage in a conversation to understand if there is a need. Where’s the pain? No pain. No way to make the prospect a buyer.

Presenting and proposing. This is where you lay out how your product can solve the pain usually in budget.

Closing. Look for buying signs. Ask for the sale. Re-phrase and ask again.

Follow Up. the key to sales is the number of touches. It can take seven touches to persuade the prospect to buy. It could take more or less depending. But you need excellent follow up as a sign of commitment, responsibility, and expectations.

Improve upon each step of the sales process and you improve your sales.