Techniques just aren't enough

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What you say, what you ask and how you do both matter in sales. Everyone knows that. But really, at the foundation of success in sales is who you are.

An assertive yet approachable, persistent yet honest professional will have more long-term success that allows him or her to sleep well at night than a technique huckster. A person who demonstrates integrity, patience, and a genuine interest in others will ultimately win. And I think we all know this intuitively. I think most of us are turned off when we detect techniques. And on the other hand we’re intrigued and interested in others who know what they want out of life.

So, I say, stick to principles, values and habits. Don’t write out a hardline script for everything. That doesn’t mean don’t pre-plan or think through what you want to ask or say. It just means, don’t write it out verbatim. In other words, be a person first, a salesperson second.

You’ll enjoy what you do more. You’ll be more real with your customers and prospects. You’ll sell more and build a stronger, wider network for referrals.