With millions of books and billions of opinions on how to sell best produced over the last thousand years it is absolutely no wonder why people get confused on the best way to sell. Added to the fray are the various types of selling environments, like differing sales cycles, multiple levels of authority, percentage of the total budget required and other factors and some poor sales guy with little or no understanding of how to sell in that particular market is going to learn a sales model called confusion selling. And if it seems only natural for the sales person to be confused, imagine what that is going to do to the customer. Looking deeply into that crevasse of overwhelming odds, it almost seems amazing that we get much sold at all. But we do. How?
At the end of the day, buyers buy and sellers sell. It isn't whether goods and services are sell- able, it is whether we can sell enough of our goods and services to keep our selves and our companies earnings at their desired level.
So how do you beat the odds? How do you wake up in the morning KNOWING that you know what to do that day? Confident that the effort you put in will indeed earn you income even though it is for some point in the future?
Understand the, "Structure of Sales." The skeleton framework on which all sales reside. Then when you read a good, "How to" book, you have some concept of where to hang that information to improve your own efforts. When you achieve success with this new knowledge your confidence will soar and your comfort level for generating revenue in the future will skyrocket. Just like a farmer is fairly certain his efforts will produce crops though a few months away, you will know you can produce sales at will because you understand what goes where, and why.
Respectfully submitted,
Michael D. Goodman
PS, want a quick diagram of the structure of all sales? Drop me a note. I just created one for a couple of sales conferences I am running and I am happy to share it with you.
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