One of the best little known tours in New York is a visit to the Steinway piano factory in Long Island City. Less a factory and more like a large home, Steinway makes the finest pianos in the world and how they do it is remarkable and incredibly detailed. When I asked what makes them different, our tour guide replied, “It isn’t one thing. It is a thousand little things done right.” Which leads me to what makes some salespeople winners and others just also-rans. It turns out not to be a thousand little things, according to a provocative new study from The Rain Group, but three radically different things. Some of their insights will surprise you.
They studied what the winners of more than 700 actual B-to-B sales opportunities (from buyers responsible for $3.1 billion in annual purchases) are doing to win the sale, and what they do differently than the sellers who come in second place. Sample insights:
· Solution selling and relationships in selling are not dead but they’re not the whole story
· A few key areas that don’t get much attention in selling (e.g. reduction of risk, collaboration with buyers, idea education) now demand more attention.
So Steinway does a thousand small things differently to be a world class producer of pianos and The Rain Group. a leading sales training company, says there are three [big] radically different things that top sales people do to be world class producers. The common denominator is that people do things differently to be the best. To find out what it takes to be a top salesperson in today’s world, according to The Rain Group, get your free copy of What Sales Winners Do Differently here. http://bit.ly/13SOMho
Sales winners are always learning. In that spirit, check out this comrehensive summer sales reading list compiled by my business friend Nancy Bleeke http://bit.ly/11Al4dL.
Sales winners know how to communicate creatively, memorably, and persuasively. Check out The Tall Lady With the Iceberg: the power of metaphors to sell, persuade, & explain anything to anyone. Now available in Audio, as well as Print and on Kindle.
“Anne Miller's latest edition of Metaphorically Selling - The Tall Lady With The Iceberg once again puts blood in the veins of the sales process. No need for dry, often mind numbing pitches that too often elicit the glazed over look from buyers. The strategic use of insightful, relevant and creative metaphors can often crystallize and put meat on the bones (a little fillet mignon, if you will) of selling and business communication efforts at any level. From new business pitches to opinionated blogs, Anne's metaphorically selling road maps will lead you to success. Jay Berfas, President, Berfas Media Consulting
Sales winners are always improving their game. Contact me for creative selling & practical program ideas for an unforgettable & high pay-off session. 212 876 1875 or email@example.com
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