To all entrepreneurs and sales professionals:
Whether you’re a small business owner, a corporate leader, a business developer, an account executive, or a sales engineer, this message concerns YOU!
Sales is a giving profession
I’m about to unveil a game-changing perspective that’s tailor-made for those ready to break free from the chains of traditional selling. Whether you’re steering the ship of a small business or navigating intricate deals as a sales pro, this revelation is your golden ticket.
Let’s dive in!
Have you ever wondered why so many sales reps out there still cling to the outdated ways of the past? It’s like they’re stuck in a time warp while our customers are moving forward.
Traditional sales tactics involve masking reality…
They’re all about selling you a pen, as if that’s the pinnacle of skill…
And worst of all, they thrive on pushing products that mean nothing to them.
But here’s where the plot thickens: in one corner, you’ve got the traditional sellers, reluctant to let go of their worn-out scripts. In the other corner, enter the Subject Matter Experts – the unsung heroes of the sales world.
These experts aren’t just here to sell; they’re here to educate, to enlighten, to guide.
Imagine dealing with someone who doesn’t just pitch you a pen, but takes you on a journey of how that pen could revolutionize your workflow.
Imagine connecting with someone who doesn’t just push a random product, but presents a solution tailored to your unique challenges – a solution that could be your game-changer, just like that revolutionary pen.
As far as I’m concerned traditional sellers might as well be reading from a dusty manual, while the Subject Matter Experts are authoring the future of sales right before our eyes.
Sales is a giving profession
Meet Keenan, the author of the bestseller “GAP Selling.” He hits the nail on the head:
“ Selling is a giving profession. Every time you engage with a customer, or send an email, or create something, you have to ask yourself, “What am I giving?” The answer should be “industry information”, or insight into the market”, or “tips that will make their job easier”, or “the solution to a problem they haven’t been able to solve”.”
Then there’s Matt Dixon, the genius behind “The Challenger Sale.” He takes it a step further:
“Customers aren’t looking for reps to anticipate, or “discover,” needs they already know they have, but rather to teach them about opportunities to make or save money that they didn’t even know were possible.”
So, if sales is a generous game, then the real currency you’re dealing in is the unique value YOU offer.
Sales is Unleashing Your Expertise.
Trust me, the secret sauce that distinguishes the average sellers from the real champions worldwide is having a deep understanding of your field.
I’ve seen it firsthand during my startup journeys – the sales heroes who bring in game-changing insights are the ones that stay in our customer’s minds.
And guess what? Those unforgettable sales heroes are the ones who keep the deals flowing, and make a lot of Moolah because of it.
I’m guessing, that might work for you.
Fake beliefs haunting sales
Here’s the twist. Some so-called sales gurus want us to believe that if you can sell, you can sell anything to anyone. It’s a nice idea, but reality tells a different story.
Especially in B2B sales, having that expertise is non-negotiable. If you can’t bring fresh perspectives and valuable insights, your customers will feel like they’re wasting their time.
Oh, and a little nugget: You don’t have to be the life of the party to succeed in sales! Introverts, this one’s for you. Some of the best sales pros I know are the quiet, thoughtful types.
The brilliant minds (often the quiet ones) can pave their way to success through education.
Challenge, Sell Teach, Involve
It all boils down to one key phrase: Subject Matter Expertise. Embrace this and:
Challenge your customer:
No need for flashy words or flattery. Get into their world, understand their needs, and have real conversations. Don’t be afraid to bump heads.
Teach like a pro:
Put aside the sales pitch and educate. Share ideas, spread knowledge, and provide helpful advice.
Involve your customer:
Stop being a sales answering machine… Take mutual actions, both you and your customer towards a common goal together. Don’t be afraid to get them invested early.
So, where do you stand? Are you going to be the sales relic who’s stuck in the past, or are you going to rise up as the Expert armed with knowledge, ready to transform the sales landscape? The choice is yours, but remember – the world of sales belongs to those who embrace expertise.
And guess what? There’s so much more I’d love to dive into about leveraging your expertise for sales success. If you’re as curious as I hope you are, hop onto our newsletter “The Revenue Rumble”– your gateway to some serious sales insights. Get ready to elevate your sales game!
***
Thanks for reading. If you found it useful, please do share. I spent many, many hours on these articles so it would be nice if a few people actually read them.
If you don’t want to miss more articles (like this one), guides & case studies please do join “The Revenue Rumble”.
Take care — Mohamed Ali
