Mastering Sales: It’s Not About You, It’s About Them, with Bill McDermott, Host of ProfitSense
In this commentary from a recent episode of ProfitSense, Bill McDermott discusses the essential mindsets and skills necessary for mastering sales.
Bill’s commentary was taken from this episode of ProfitSense.
We’re kicking off a new year. It’s 2024. Every business owner I’m talking to recently has been trying to think about “what do I need to do to sell more? Do I raise prices? Do I increase volume?” And so I wanted to talk briefly about how to become the salesperson people want to buy from. Having success in sales can sometimes feel easier said than done.
It takes hard work, dedication, and a willingness to learn and grow. It also takes the ability to overcome objections and setbacks. I recently led a sales training to a group of commercial bankers that we discussed the importance of dealing with mindset first and then adding the right skill set. Two crucial mindsets to have are an abundance mindset and a success mindset.
The best way to have an abundance mindset is to have an abundance of opportunities. A success mindset includes the 80/20 rule. In a sales call, do 20 percent of the talking and 80 percent of the listening. Ask questions based on curiosity and listen to the answers. For skill set, it’s important to engage your client or prospect in as much right brain thinking as you can.
The right side of the brain is where imagination and feelings live. If you can engage those through the art of storytelling, you’ll soon find the client sees themselves in your story. This triggers a desire to do business with you because they see you as someone that can solve their problem. So our formula for success is simple.
Find the level of activity you’re willing to adopt, own your sales process, and ask good questions and solve problems. Don’t sell products.