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Will You Be 2010’s Biggest Loser?

Author: Bob Oros   |   January 13th, 2010

With a year like 2009 behind us, how is it possible to predict what will happen in 2010?  If you are having a hard time trying to put together your 2010 sales plan, here is the reason and how to be 2010’s biggest winner.

Let me ask you a question.  Is selling an art or a science?  What do you think?

If you said it is a science, you would be wrong.  That doesn’t mean you can’t use scientific principles for your selling activities.  It means selling itself cannot be a science.  If you are trying to use scientific principles to predict your 2010 sales plan you will have a hard time.

Here’s why.

In science every time you perform a certain act you will get the same result.  Let’s take boiling water.  If you are at 5,000 feet above sea level water will boil at 203 degrees F.  It will do it every time.  You will always get the exact same outcome.sales tips & strategies

If you boil water at 10,000 feet above sea level it will boil at 194 degrees F.  It won’t boil at 190 degrees or 193 degrees.  It will boil only when the temperature reaches 194 degrees.  Every time.

Here is a scientific chart that will make you feel certain about your knowledge.  It has been tested and proven over and over again.  There is no room for error.  You can count on these numbers.

Sea Level 212 degrees F
984 ft. 210 degrees F
2,000 ft. 208 degrees F
3,000 ft. 206 degrees F
5,000 ft. 203 degrees F
7,500 ft. 198 degrees F
10,000 ft. 194 degrees F
20,000 ft. 178 degrees F
26,000 ft. 168 degrees F

Stay with me for a minute.  I will show you why some people have such a difficult time in sales.  I am not saying that only certain people can sell.  I am saying that certain people have a harder time with the sales process than others.  The reason is because they are more of a scientist than an artist.  This is important to know when it comes to hiring and training as well as why you get so discouraged at times.

Selling is not a science, it is an art.  In art every time you perform a certain act you get a variety of outcomes.  An actor would be considered an artist.  Ask 10 people what they thought of the actor in a play and you will get 10 different answers.  This would be very difficult for a scientist because they would want the same predictable outcome from everyone who watched the play.

An artist can live with the fact that every time they do something they get a different outcome.  A scientist has a more difficult time because they want a predictable outcome for every action.

A sales person has to deal with people and you and I both know that people are not predictable.  We are under continuous influence by thousands of things everyday.  Any one of these things can make us change our minds about something.

If sales could be reduced to a science we would not need any sales people.  We would only need order takers, or a system to get the order turned in.

If selling was a science, what fun would it be?  Isn’t the excitement in not knowing what the outcome will be?  However, by using certain skills you can influence the outcome?  That means the more understanding you have of the sales process the more you will be able to deal with the every day ups and downs we have in sales.

This is also the reason why management gets frustrated with the sales department.  Management wants an exact, predictable outcome, which is not possible unless the sales department is given the tools and training to improve the skills of the sales team and improve the outcome.

Here is how you can use scientific principles to increase your sales:  Focus on the activities not so much the outcome.  Make a decision to do something and do it.  That is scientific.

Here are the 7 scientific principles or skills that will greatly improve (not predict 100%) your success in sales.  There are also several personal qualities that will improve the outcome, like enthusiasm and a sense of urgency.

Planning
Asking Questions
Bringing Value
Presenting
Objections
Closing
Follow up

Make your New Year’s Resolution to improve your skills.  That is something you CAN do with a predictable outcome.  Your sales will increase, but exactly how much is unpredictable.  Let’s just hope it is enough to keep yourself, your management and your family happy.  However, if you don’t do anything to improve your skills I can predict the outcome.  You will be 2010’s biggest loser.

Bob

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