How has leadership evolved over the last decade?
Are the lessons taught by great sales leaders still relevant in today’s age of technology? Let us have a closer look at what some of the top sales leaders of our age did to confirm their success.
Secrets to success
Our first sales leadership quote is:
“An executive is a person who always decides sometimes he decides correctly, but he always decides.”– John H. Patterson
John H. Patterson was the founder and CEO of the National Cash Register Company and the father of modern sales training.
Yet, John Patterson was often deemed as a stern control freak.
He provided his sales teams with scripts to encourage them to view the sales cycle as a four-stage process.
It identifies the milestones as the:
- Initial approach
- The proposition
- The product
- and Closing the deal
Yes, we can agree that these basic principles of selling are still being practiced in many organisations today.
The fundamentals to selling
John H. Patterson led the way to evolve sales training from a classic transactional method to a more comprehensive approach to selling.
So, John’s stern approach to selling has been a driving force behind many successful sales strategies still being practiced today.
It is in your character.
Legendary advertising executive David Ogilvy who created iconic campaigns for Hathaway, Dove, Schweppes, and Rolls-Royce began his career in sales, moving cooking stoves from door to door.
His success led him to create a cult classic…
Ogilvy’s instructional manual was distributed to all members of the sales force he worked with and is still being used today. Our second sales leadership quote comes from Ogilvy,
“The worst fault a salesman can commit is to be a bore. Foster any attempt to talk about other things; the longer you stay the better you get to know the prospect, and the more you will be trusted.”
– David Ogilvy
Building lasting relationships
People love to talk about themselves.
Everyone loves the sound of their own voice. Getting potential customers to talk about themselves enables you to learn more about them for you to tailor your approach according to their needs and desires.
A customer that feels that they have been heard instinctively responds favourably
But how do you tap into a customer’s psyche?
A force of nature
Our third sales leadership quote is from piano princess Erica Feidner
“There are many factors that define a piano’s personality: how old it is, how it’s been cared for, what it’s made out of, and especially how it sounds”
– Erica Feidner
Erica Feidner is a legendary piano saleswoman who has sold more than $40 million in Steinways. A journalist James. B Stewart, a client of Feidner’s wrote in the New Yorker in 1999… “Her clients don’t feel pressured by her but because, after they meet her, many soon find themselves in the grip of musical ambitions they never knew they harboured.
“Customers do not always know offhand that they need your product or service and often they need some guidance and to be prompted in the right direction to buy. Matching their needs to your product’s features, advantages but most importantly the benefits.
Salespeople often fall into the trap of “transactional selling methods”
Relying heavily on price, discounting, rebates, and promotional tactics to gain agreement to a sale.
Why Handle objections? Proceed with “Objection Prevention”
The secret to becoming a great salesperson is to learn how to avoid objections and the process of negotiation.
You have to create a compelling reason for your sales prospect to buy from you.
Strategic sales methods have been tried and tested and have proven successful results.
The internet is filled to the brim with sales training modules with countless papers on theories and techniques.
But If you do not apply them, they will result in frustration and low sales penetration.
Selling does not come naturally
There is a belief that great sellers were born with a gift of selling. Nothing is further from the truth.
Riding a bike or learning how to play the piano comes with discipline and practice. The same principle applies to selling.
Anyone can sell
Finally, Learning and applying selling strategies is a first step in becoming a master at selling, but it needs constant practice, coaching, and reviewing.
These examples for iconic sales leaders such as John H. Patterson, David Ogilvy and Erica Feidner are enough inspiration for any aspiring salesperson.
By Simply applying these valuable lessons shared by professional sales leaders can lead the way for you to become the next sales icon.
Where can I find the perfect solution for successful selling?
Professor Ramez Helou has designed an online platform that teaches thousands of salespeople across the world on a systematic sales strategy that if applied will result in successful sales results.
By investing in your future it is a decision that you will make that you will never regret!
Written by Munene Nel
Sales Leadership Quotes from Top 3 Sales Leaders