- September 18, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Fish, rafts, kayaks, canoes, sailboats and swimmers all find much more success when they are moving with the wind or the current rather than going against it.
Unfortunately, the same isn’t necessarily true in sales.
Most salespeople who are struggling with large companies and all of the meetings, procedures, stakeholders, vendor options and criteria, find it easier to just go with the flow – the current – and wait and see how it all shakes out. Following the “current” results in a future outcome rather than a “current” outcome. In other words, current = future.
On the other hand, when salespeople are confident enough to ask questions, challenge their process, and nicely push back, they will not only differentiate themselves from their competition, they might be able to disrupt the current, move themselves to the top of the list, and get a current outcome instead of a future outcome. In other words, anti-current=current.
There are three keys to succeed with this approach.
The first key to having success with this approach is whether or not you need to be liked. This is not about whether you can get people to like you. This is about whether you NEED people to like you. They are two completely different things and NEEDING people to like you is a huge barrier to disrupting the flow.
Consider that 79% of the top 10% of all salespeople DO NOT need to be liked, while only 8% of the bottom 10% have this as a strength.
The second key to having success with this approach is whether or not you can stay in the moment. The opposite of being able to stay in the moment is when you talk to yourself, worry, get excited, or strategize on the fly.
66% of the top 10% of all salespeople are able to stay in the moment while only 10% of the bottom 10% have this as a strength.
The third key to having success with this approach is whether or not you understand and agree with their buying process. 68% of the top 10% of all salespeople have a supportive buying process and therefore, don’t understand why the prospect needs to comparison shop, look for a better price or think it over. By contrast, only 2% of the bottom 10% of all salespeople have a supportive buying process as a strength.
When we take the average of these three elements of Sales DNA, 71% of the top salespeople have these strengths and only 2.5% of the worst salespeople have these strengths. These three are huge differentiators between studs and duds! Top salespeople are twenty-eight times more likely to disrupt the flow and get a current outcome.
Those elements of Sales DNA are just three out of a total of twenty-one Sales Competencies that are measured by Objective Management Group. You can see them graphed here.
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