The Myth of the Magic Bullet

Sales are off; down...you’re frustrated at your lack of success. Then you see it. The books, the podcast with titles like “The secrets to….” "The mystery behind….” “10 Secrets….” You eagerly listen, or read hoping for the wisdom that will turn your numbers around. Except they don’t. Usually these “gems” of information don’t impart anything you really don’t know already. It may be packaged differently but really where are the SECRETS??? There must be a reason why some sales people do better than others consistently.

There is no magic bullet only skill mastery.
Everyone in sales learns how to overcome objections but some master the skill better than others. Some people master closing better than others. In the end, there are no secrets, just good techniques.

Basic selling skill expertise matters because:
They are the building blocks for good performance
They focus on real behaviors in real situations
Although “hot buttons” may change by industry and alter skill use slightly, the skill itself remains necessary for success

Many people who have been in sales for a number of years scoff at basic sales training. Been there, done that, right? But if you don’t have the numbers that you are looking for, why not give it a shot? Chances are that your skills may have slipped a notch. It’s like going to the gym and not getting the results you want. You work with a trainer and find out that you’ve been doing the exercises incorrectly. You start doing it right and all of a sudden you’re getting the results you wanted. Selling skills can be the same way. Don’t let ego get in the way of your success.

Often a sales rep whose sales are down will attend a training session looking for a new angle. They are disappointed when they don’t find one but find an emphasis on skills they think they already know. As they begin role playing exercises it becomes apparent that they still have skill development to achieve.

Don't overlook the obvious for your solutions. There's a lot we can't control in sales: the economy, the marketplace, the products we're selling. BUT we can control how we respond to and proactively interact with our potential and current customers and clients.