I know what you are thinking, this is going to be just another cheesy reference to some sports analogy like “never give up” or “execution wins out over pure talent”, or something similar.
While those might be relevant points I am going in a completely different (and, for some, disturbing) direction here. For me, the Mountain Dew “Puppy, Monkey, Baby” commercial was a highly relevant example of how many sellers approach the sales process…without one!
If you missed the commercial you can watch it by clicking the link above but for most of us once was enough. The concept of the commercial was: if you throw together 3 great things that people absolutely love it should be better than just one of them right? Well, maybe not!
The analogy to how many people approach selling is quite simple. If you took a “golden nugget” out of one sales training class you attended, a “nugget” from another, sprinkled in a few of your own wrinkles picked up along the way, and just winged it from there you would have…Puppy, Monkey, Baby!
Research conducted and published by the Brooks Group revealed a statistic that was not all that surprising. Sales professionals who consistently sell with an established sales process out-perform sellers who just “wing it” by a factor of almost DOUBLE! Let me say that again, you are almost twice as likely to close deals with a proven sales process (it doesn’t even matter which one) than you are selling like the business development equivalent of Puppy, Monkey, Baby.
So what is your approach to selling? Are you following a proven process or….well, you get the point.
Sandler Training in Denver provides sales training, management and leadership training, and professional development for individuals and organizations. Let us know how we can help your team.
