{"id":3810,"date":"2010-01-13T08:15:23","date_gmt":"2010-01-13T13:15:23","guid":{"rendered":"http:\/\/37d57f8fa2.nxcli.io\/blog\/?p=3810"},"modified":"2010-01-07T08:50:27","modified_gmt":"2010-01-07T13:50:27","slug":"2010s-biggest-loser","status":"publish","type":"post","link":"https:\/\/www.marketingforsuccess.com\/blog\/sales\/2010s-biggest-loser\/","title":{"rendered":"Will You Be 2010’s Biggest Loser?"},"content":{"rendered":"

With a year like 2009 behind us, how is it possible to predict what will happen in 2010?\u00a0 If you are having a hard time\u00a0trying to put together your 2010 sales plan, here is the reason and how to be 2010’s biggest winner.<\/p>\n

Let me ask you a question.\u00a0 Is selling an art or a science?\u00a0 What do you think?<\/p>\n

If you said it is a science, you would be wrong.\u00a0 That doesn’t mean you can’t use scientific principles for your selling activities.\u00a0 It means selling itself cannot be a science.\u00a0 If you are trying to use scientific principles to predict your 2010 sales plan you will have a hard time.<\/p>\n

Here’s why.<\/p>\n

In science every time you perform a certain act you will get the same result.\u00a0 Let’s take boiling water.\u00a0 If you are at 5,000 feet above sea level water will boil at 203 degrees F.\u00a0 It will do it every time.\u00a0 You will always get the exact same outcome.\"sales<\/a><\/p>\n

If you boil water at 10,000 feet above sea level it will boil at 194 degrees F.\u00a0 It won’t boil at 190 degrees or 193 degrees.\u00a0 It will boil only when the temperature reaches 194 degrees.\u00a0 Every time.<\/p>\n

Here is a scientific chart that will make you feel certain about your knowledge.\u00a0 It has been tested and proven over and over again.\u00a0 There is no room for error.\u00a0 You can count on these numbers.<\/p>\n\n\n\n\n\n\n\n\n\n\n\n
Sea Level<\/td>\n212 degrees F<\/td>\n<\/tr>\n
984 ft.<\/td>\n210 degrees F<\/td>\n<\/tr>\n
2,000 ft.<\/td>\n208 degrees F<\/td>\n<\/tr>\n
3,000 ft.<\/td>\n206 degrees F<\/td>\n<\/tr>\n
5,000 ft.<\/td>\n203 degrees F<\/td>\n<\/tr>\n
7,500 ft.<\/td>\n198 degrees F<\/td>\n<\/tr>\n
10,000 ft.<\/td>\n194 degrees F<\/td>\n<\/tr>\n
20,000 ft.<\/td>\n178 degrees F<\/td>\n<\/tr>\n
26,000 ft.<\/td>\n168 degrees F<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

Stay with me for a minute.\u00a0 I will show you why some people have such a difficult time in sales.\u00a0 I am not saying that only certain people can sell.\u00a0 I am saying that certain people have a harder time with the sales process than others.\u00a0 The reason is because they are more of a scientist than an artist.\u00a0 This is important to know when it comes to hiring and\u00a0training as well as why you get so discouraged at times.<\/p>\n

Selling is not a science, it is an art.\u00a0 In art every time you perform a certain act you get a variety of outcomes.\u00a0 An actor would be considered an artist.\u00a0 Ask 10 people what they thought of the actor in a play and you will get 10 different answers.\u00a0 This would be very difficult for a scientist because they would want the same predictable outcome from everyone who watched the play.<\/p>\n

An artist can live with the fact that every time they do something they get a different outcome.\u00a0 A scientist has a more difficult time because they want a predictable outcome for every action.<\/p>\n

A sales person has to deal with people and you and I both know that people are not predictable.\u00a0 We are under continuous influence by thousands of things everyday.\u00a0 Any one of these things can make us change our minds about something.<\/p>\n

If sales could be reduced to a science we would not\u00a0need any sales people.\u00a0 We would only need order takers, or a system to get the order turned in.<\/p>\n

If selling was a science, what fun would it be?\u00a0 Isn’t the excitement in not knowing what the outcome will be?\u00a0 However, by using certain skills you can influence the outcome?\u00a0 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.<\/p>\n

This is also the reason why management gets frustrated with the sales department.\u00a0 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.<\/p>\n

Here is how you can use scientific principles to increase your sales:\u00a0 Focus on the activities not so much the outcome.\u00a0 Make a decision to do something and do it.\u00a0 That is scientific.<\/p>\n

Here are the 7 scientific principles or skills that will greatly improve (not predict 100%) your success in sales.\u00a0 There are also several personal qualities that will improve the outcome, like enthusiasm and a sense of urgency.<\/p>\n

Planning
\nAsking Questions
\nBringing Value
\nPresenting
\nObjections
\nClosing
\nFollow up<\/p>\n

Make your New Year’s Resolution to improve your skills.\u00a0 That is something you CAN do with a predictable outcome.\u00a0 Your sales will increase, but exactly how much is unpredictable.\u00a0 Let’s just hope it is enough to keep yourself, your management and your family happy.\u00a0 However, if you don’t do anything to improve your skills I can predict the outcome.\u00a0 You will be 2010’s biggest loser.<\/p>\n

– Bob<\/em><\/p>\n\n\n\n
About Bob Oros<\/a><\/strong>
\nRelated Resources<\/strong><\/a>
\nMore Posts by Bob Oros<\/a><\/strong><\/p>\n

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