Archive for February, 2012

The Natural Laws of Selling

Posted in Sales and Life on February 26, 2012 by Daniel Jacobs

“With many companies trying to shake off the drag of a global recession, CEOs are eager to find growth. One place they need to look is in their own sales organizations.” – Harvard Business Review Blog, 2012. *

We do indeed live in interesting and uncertain times; witness the turbulent, roiling seas of the business community as proof positive.

Competition domestically and internationally is intense and growing; firms are merging, outsourcing, acquiring, and divesting faster than can be reported; emerging technology is replacing traditional methods at the speed of light; products are becoming more complex; customers are demanding better service, faster delivery and lower prices; the list goes on.

Navigating these waters in an increasingly volatile and unpredictable world environment is a key challenge facing all businesses; few will survive without an effective sales force. Firms that want to survive in the 21st century must confront this all encompassing force that pervades every aspect of business.

After all, trained and experienced salespeople may be the last line of defense for the consumer because they alone are uniquely experienced in dealing with uncertainty; or at least they should be.

Because customer uncertainty is the primary barrier facing all salespeople.

The pressure on salespeople to develop greater skills to meet the challenges of this brave new world is palpable and cannot be ignored; but where can these skills be found?

With so many books in print on the subject of sales, finding anything new and relevant on the subjects seems an impossibility.

But with this book, the possibility of becoming securely grounded in the basics of human interaction (the key to all selling), combined with the ability to seamlessly adjust the methods of selling to fit each customer, becomes a reality.

This is new, and very exciting!

The natural laws of selling are no different than the common-sense methods of dealing with people generally.

A basic law is something you can think with. It gives you an edge on  predicting the future and the consequences of what you do or don’t do.

Both principles and laws have everything to do with human beings; their emotions, reactions, drives, incentives and motives for doing anything.

Simply stated: Selling is always about people.

Understand people and you’ll understand all selling.

Some claim that this book could be a seminal work, one that changes the future of the profession. I think, after careful reading, you may agree.

For this book deals with the discovery of the primary reasons for all sales failure (hint: it’s not the techniques or methods of selling), and the exact way to correct this failing.

The purpose:
The purpose of this book was to reorient the focus of salespeople to the ageless laws of all sales and to provide a route for mastering the mystery of selling.

The strategy:
The strategy of the book was to discover, clarify and strengthen the natural laws of selling and the fundamental principles underlying all sales activities. Then, to advise only methods and tactics which align with these principles and natural laws.

The method:
The method of approach was to write short articles for daily use by the working professional.

Then, armed with the truth of why the principles work, you can figure out how to build a successful sales career on bedrock rather than the shifting sands of fads and fashions commonly found in the business of selling.

By understanding and using the time-tested, proven principles of selling, a degree of stability, not otherwise available, is attainable.

In this way the salesperson will no longer be at the whim or caprice of the newest and latest trend blowing his way.

This allows them to adjust to the customer’s needs and wants effortlessly and effectively, rather than forcing the customer to adjust to them. The result being that the sale is as comfortable and enjoyable for the customer as it is for the salesperson.

Now, the ball is in your court. The ‘heavy lifting’ has been done. The common-sense, self-evident laws of selling are standing at ready, as this quote from Thomas Jefferson correctly states:

“The truth can stand by itself.”

With this book, based the natural laws of selling, all you need to do is decide when you want to start and how fast you want to grow.

daniel w. jacobs
© 2012-2030, all rights reserved

* from Harvard Business Review blog, July 10, 2012.
http://blogs.hbr.org/cs/2012/07/ceos_need_to_get_serious_about.html

Get Your Priorities In Order

Posted in Sales and Life on February 15, 2012 by Daniel Jacobs

A long-standing truism in the selling business is that the easiest way to jump-start your career is to go back to basics and get your priorities in order.

Accumulating endless numbers of the newest sales techniques, oddball methods, newest and latest gimmicky practices and other unusual solutions is not the answer to low sales closing ratios.

In my opinion, far too many sales texts are trying to solve a problem that doesn’t exist, because lack of selling techniques is not the problem.

The real source of the problem is in a lack of knowledge in the ageless fundamentals of selling.

The time-tested, honored, natural laws of selling, whose value have been conclusively proven to be effective over a long period of time, is where you will find the true answers.

The focus of this book is on these established truths of selling which have remained fundamentally unchanged for ages. Expertise in selling is attained from mastering these fundamentals first.

After you get a few of the basics under your belt, you can add all the techniques and practices you want. As long as they support and align with the principles, you’ll never go wrong.

Principles are few, methods are infinite, and the principles are far, far, more important in order of priority than techniques, methods or practices.

Get your priorities in order.

Understand the fundamentals and the methods will take care of themselves.

daniel w. jacobs
© 2012-2030, all rights reserved