De-Mystifying the Sales Process

JacquesWerth

Consistently finding and doing business with prospects that need, want and can afford your product and services is a process that most intelligent salespeople can learn.



It is a merely a skill, which does not require genius or unusual efforts.

Eric Count5

...with a strong emphasis on the "...most intelligent salespeople" part. :-)

AZBroker

Is "consistently finding and doing business with prospects that need, want and can afford your product and services" considered a mysterious process?

JacquesWerth

In another thread, quoted below, some people seem to think it requires "ingenius efforts."

Quote:
Originally Posted by fred
“Taking orders for something buyers are ready and waiting to buy at a price they are willing to pay can usually be done by salespeople with average ability. But the highest rewards, both financial and intangible, go to those who are able to create new business through their ingenious efforts.”—Lee Boyan

I love it,
SalesGuy

Great quote Fred,
AZ Broker

AZBroker

IMO, the Lee Boyan quote doesn't suggest/imply that "consistently finding and doing business with prospects that need, want and can afford your product and services" is a mysterious process.

Instead, I think the quote is about the rewards for salespeople who go after the lion's share of the business vs. taking orders from the small percentage of prospects who are ready and waiting.

JacquesWerth

Is that your definition of "ingenus efforts?"

AZBroker

I think that "ingenious efforts" in the quote by Lee Boyan refers to salespeople creating new business in ways not typical of the majority of salespeople.

Houston

"A wise man will make more opportunities than he finds." -Francis Bacon

JacquesWerth

I totally agree with that quote as it applied in the first part of the early 17th century, when Sir Francis wrote it.

Now we have telephones, the Internet, information overload, list brokers, and hundreds of times more opportunities then he did.

These days, a wise man will sort through available opportunities and devote his resources to those that provide the highest probability of success.

Joe Closer

I think it boils down to working hard. I'm not ingenious maybe average intelligence but I make lots of sales. Mostly I work hard. Some people say you should work smart not hard but I always think they just are trying to say they are smart without saying it in so many words. If you work hard you automatically learn to work smart as time goes on because learning happens to be work too which is work that a lot of people want to avoid. Not me. I'm average, not any genius and I don't even know who Francis Bacon is other than I think somebody said once he wrote Shakespeare's plays or some of them. If he's so smart how come he never got credit or for that matter let Shakespeare make all the royalties and get painted. Just my average opinion.