Break The Sales Process Mold. Sell More.

Ask 100 “Buyers” how they would describe the actions/behaviors of the traditional salesperson and you will hear things like:

a. They’re eager to win the business.
b. They will jump through hoops to get the deal done.
c. They’re very polite in the process and looking to find “common ground” (UGH).
d. They will ask a lot of questions around “what” they want.
e. They will be very persistent in following up and checking in.
f. 812 other items I won’t include.

Pop quiz for your team: are the items listed above helpful or hurtful in the sales process?

The answer depends on your team’s mindset. If they want to look/sound/smell like every other salesperson who they compete against, the above items will appear to be very positive and helpful to them.

If their mindset is to drive the process instead of following it, to differentiate themselves instead of blending in, and to shorten their time to revenue instead of wanting/wishing and hoping deals will close, then they will see all of the above as negative.

The highly skilled sales professionals have it figured out. They have walkaway presence. They’re not afraid to push back early on and will dig way below the surface. They won’t chase prospects around. This isn’t out of arrogance—it is out of respect to the sales profession. If your team wants to increase top line revenue and shorten the cycle, it’s time to break the mold they have been in for years. Do you know what mold you would like them to be? If they aren’t there yet what are you going to do to get them there?

Aaron Prickel

Connect with Aaron Prickel

For 25 years, Lushin has guided business leaders toward intentional, predictable growth.

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