Bill Becker

The Sales Tactic Your Boss Hates

I am not normally prone to BS headlines like I used for this post, but I wear my emotions on my sleeve and speak pretty plainly. One of the things I knew I would focus on when I retired was to evangelize about sales careers. The difference is that I was always going to focus on WHY someone should become a salesperson. I wasn’t going to focus on the HOW to sell.

You could make a case that I am crossing over the line in this post, and I wouldn’t argue with you. Please indulge me for this one because it’s important. It’s less than a selling tip and more of a career aspiration you should strive for.

I read an article from Sales Introverts about Kyle’s “favorite sales play.” There are a couple of lines in there that I loved…

The problem with all competitors offering the same requirements is it becomes 

purely about price. So, unless you sell the cheapest product, you lose.

He’s absolutely right! Even if the features of what you are selling are close in terms of capability with your competitor, price is going to play a role in how the sale ends. Lucky for you, you have a secret weapon. Go look in the mirror….it’s staring back at you.

Not enough credence is given to the fact that the individual salesperson can be (should be!!) the secret sauce in any sales situation. Example? I always prided myself on returning calls and emails lightning-fast. I’ve talked about that during my entire career there was never a week that I didn’t get complimented on how quickly I responded. It’s stunning but made me a ton of money during my career.

The creativity you bring in helping to sign a client or overcome an issue when they become a customer is what separates you from a normal sales rep. I had this motto when I was selling, I don’t sell anything, I figure shit out! That was my Superpower.

No one wants what you are selling, they want your solution to their problem. BTW…it’s not always a problem, i.e. “pain.” It could be an opportunity. Finding pain points is so last year’s model but I digress.

Part of the solution (a big part!) is giving the prospect peace of mind. Peace of mind that they won’t get fired for choosing your company. Peace of mind that when (it’s never “if”) something goes haywire, you will be there for them. Part of this includes giving the prospect the confidence that you have the ability to understand (and acknowledge) that you don’t know it all, but you know how to get what you don’t know (and quickly). 

So why would your boss hate all of this? Because you become irreplaceable. It’s no longer the product or service, it’s the rep that owns the account.  Now, this isn’t a problem with smart companies who are not constantly changing territories, job roles, and comp plans.  For those that are creating internal chaos, it’s tough to move accounts when the customer is in love the the rep.

To quote Dennis Miller, That’s just my opinion, I could be wrong. But I’m not.

Happy Selling!