“Buyers have changed,” they say. So much so, in fact, that what you know about sales is all wrong. In fact, if you’re not already looking for another line of work, you will be in, say, the next 15 minutes. Millions of salespeople will soon be roaming the streets, tin cup in one hand, cardboard sign in the other.
This is what you are being told by Henny Penny, the kind of sales expert who quit their job in sales because it was too hard to make a living, telling you how you can succeed with the very challenges that drove them out of sales.
This when you just had a record year in sales. This when you had double-digit top-line growth and when your profitability grew by a similar number.
This, while you continue to create new opportunities using traditional prospecting methods that the “expert” insists are “outdated.” All of this when you are being told you are irrelevant at best, obsolete at worst. In spite of all that you are being told, you continue to win new clients.
You keep winning deals despite the fact that you are being told that your buyers have so much power that the only way to win is to become subservient, avoiding conflict, lest you lose the deal to one who can prostrate themselves more effectively than you.
You are creating opportunities even when the so-called experts tell you that the buyer’s journey is almost complete before they ever engage with someone like you. This while you are helping your clients understand why they need to change and how, something salespeople have done for centuries. Your clients (and dream clients) still turn to you to help them produce better results, even though they allegedly spend all of their time researching potential solutions on the Internet and now know as much or more than you do.
Miracle of miracles, as backward and antiquated as you are, you are somehow still selling more than you sold last year. You are still succeeding in spite of what you are being told are the most radical changes to human behavior ever witnessed on Earth (or any other planet).
Many years ago, I told you that the Charlatans were wrong about cold calling and social media. I am telling you now that the new variety of self-loathing sales experts are Charlatans, preying on your fears to gain attention.
Has buying evolved? For sure. But if salespeople have everything wrong, how do we keep producing better results from year to year? Not everything you know is wrong and not every opinion, especially those citing research and facts, is worth your attention.
If there is a group of people who will evolve their approach to succeed, it is surely salespeople.
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"In The Lost Art of Closing, Anthony proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall."
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