QUESTIONS: Who’s going to win the next Super Bowl? Who’s going to win the next World Series? Who’s going to win the next Masters tournament?
ANSWER: The team or the player that’s best prepared. The team or the player that makes the fewest mistakes. The team or the player that stays steady and keeps its cool. The team or the player that creates breaks and takes advantage of them. The team or the player that prepares one razzle-dazzle play, takes the risk at the opportune time, and pulls it off. The team with the most dedicated players. The team or the player with the best coach.
Same in sales.
In this year’s Super Bowl, both teams were capable of winning. But victory does not always go to who’s the best. It more often goes to who’s the smartest. Smartest coach. Smartest players. And, of course, whomever got the breaks, and took advantage of them.
Same in sales. The smartest will win, especially if they get the breaks. (Or do smart people create breaks?)
BIG QUESTION: What does smart selling mean to you?
MY ANSWER: It doesn’t take as much brains as it does take understanding. So, I have created the perfect acronym to help you:
S – Smile.
M – Make friends.
A – Have the attitude of a winner.
R – Take relationship actions.
T – Take responsibility.
Pretty simple. No memorization required. No “find the pain” manipulation. Just an easy-to-understand formula that will guide you to more business.
Let me deepen the Smart Selling definitions:
S – Smiles. This defines your warmth, approachability and overall feeling. It’s a greeting beyond a handshake that sends a welcome, open message. It’s both peaceful and reassuring.
M – Make friends. This is not as easy as it seems. Some prospects want to keep it “all business.” Your responsibility is to create friendly dialog that might result in finding some common ground. Look for their smile. That’s a sign you’re breaking the ice. And note my mantra: All things being equal, people want to do business with their friends. All things being NOT QUITE so equal, people STILL want to do business with their friends.
A – Have the attitude of a winner. This is not just a positive or a YES! Attitude. This is a winning attitude that combines your will to win, your preparation and your self-belief. It’s a positive, internal confidence based on previous wins. Not cocky, more like self-assured in a way that passes your confidence on to the customer.