“One Year’s Sales Experience 10 Times Over”
I do not remember where I read that, but I surely do remember the meaning, as well as the impact that it had on me. I sometimes see an experienced salesperson land a new job with a company where a well established, proven selling system is in place, like Pro-Active, No-Pressure Selling. At the interview these “experienced” salespeople claim that they understand the “new” system and appear eager to learn and use it. Then, rather than do as promised, many of them will fall back on the way they originally learned to sell.
Learning is not an event; it is a process that never ends. Techniques and technology are always evolving. Everyone should always be open to newer and better ways to sell, or do anything for that matter. While I continue to learn new things about selling, my biggest learning curve is using the computer… I’ll save that one for another time.
June 27th, 2009 at 4:30 am
Absorbing good instructions on how to sell will spill outward from a humble, willing to learn, student. “Getting” the various points of technique and then adopting them where needed makes for better and better sales. Immersing oneself in whys and what fors of “Ron-isms” is one sure way to perfect the art of selling. Much of it will stick, eventually, and it is one great body of work to focus on when selling. It is also fun to see it work and your paycheck get bigger.
Worked for me. He didn’t call me “Runaway” for nothing. It was for running away with first place, month after month, after month. Now it is your turn. Go for it, don’t get discouraged, be empowered with the tools of the trade. What comes out of your mouth are your tools. They have been handed to you on a silver platter by the master. Learn well and prosper.
June 28th, 2009 at 5:43 am
When I went to work for the Wyland Galleries in Portland Oregon I was using the 9 step retail system. I was always amazed how well it worked. You use a no pressure tactic with every customer. All the rest of the sales people wanted to do it there way. Not the 9 step way. The first month I out sold everyone using Ron Martin’s system. The other salespeople soon realized that this system was a no pressure way to sale to a customer. If followed properly it works. I think all salespeople weather they are newbies or oldsters need to Analise there approach to selling constantly to be successful. As “Ron Martin” would say never put your feet up on your desk and think that you have arrived. His system gives a person the script to sell to any personality. The system never failed me.
June 28th, 2009 at 11:12 am
The one thing that resonates the most with me is that the biggest pitfall a salesman can fall into is to fail to read where the customer is coming from. It is easy to adopt the conviction that how i think and feel and what i desire in something is what everyone else thinks. it is not. Rons system works, especially the part where he says “shut up”, that is stop jamming your agenda down the customers throat and be sensitive to them, tune in keenly, avoid being duplistic, hold your line, which means have integrity, dont change your opinion when the customer makes a contrary comment, just listen, ask questions, clarify, figure out how you can help them best, be honest, consistent and true to yourself, but ultimately your job is to put the customer into the best product or service as you can if you can. if you actually have their best interests at the core of your interaction, that will keep you on the right track and insures that you will actually serve them best. i like to have great respect for my customers, and i do not take back something i said just to agree with them, that is so weak and duplistic and manipulative. giving up all that garbage is key. i am there to advise, not necessarily to agree, and certainly not to argue. your doctor would not agree with you if your idea was deadly to them.
June 30th, 2009 at 1:52 pm
Somewhere along the line most salespeople pick up some slime. I suspect that the higher the commission they more slippery they are. It would be nice to be able to shop without having to deal with one of them at all; that’s one reason on-line shopping is becoming so popular.