“An amateur sells products, the professional sells solutions.” Steven Covey. - Top Sales Success

“An effective salesperson seeks to understand the needs, concerns and situation of the customer. An amateur sells products, the professional sells solutions. This is a common denominator principle with its greatest power in interpersonal relationships.” Steven Covey.

A quote from Steven Covey author of “The 7 Habits of Highly Effective People” one of the best books ever written in my humble opinion.  Let’s quickly breakdown these 3 sentences.

An effective salesperson seeks to understand the needs, concerns and situation of the customer.”

  • How does this happen? Through the discovery process.  Don’t be a solution looking for a problem. Probe, ask good questions to your prospect to uncover the problems, needs, concerns and situation of your prospect.
    • Sales Reps – How would you rate yourself in discovery on a scale of 1 to 10?
    • Sales Managers – how would you rate your sales team in discovery on a scale of 1 to 10?

“An amateur sells products, the professional sells solutions.”

  • Boom!
  • Sorry, but are the products that you sell really that much different than your competitors?
    • Sales Reps – How do you differentiate yourself and your company from the competition?
    • Sales Managers – how would you rate your team and company on how they differentiate themselves vs your competition? Are you pleased?  Is your sales pitch “We are better because we are cheaper?”

“This is a common denominator principle with its greatest power in interpersonal relationships.”

Interpersonal relationships – that is the essence of effective sales reps. How sales reps communicate, discover the needs, concerns and problems of your prospects and customers.  Are you “connecting” with your prospect? How effective are you at building relationships?

  • The key to developing interpersonal relationships is first understanding yourself – how you view the world and how to understand different behaviors and adapt your selling style to the customer’s buying style. Resulting in improving your closing ratio. It all starts with a DISC assessment.
  • DISC stands for the different behavioral types. D=Dominate / I=Influential / S=Steady / C=Conscientious. It is THE #1 behavioral tool.
  • Sales is a relationship business. Why not make your team the best, most effective sales team in the industry?  It starts with DISC.

Take the first step toward making your sales team the best. Here is a link to a sample DISC report:

https://topsalessuccess.com/wp-content/uploads/2020/03/DISC-SALES-SAMPLE-REPORT.pdf

I’ll end the article with where we started:

“An effective salesperson seeks to understand the needs, concerns and situation of the customer. An amateur sells products, the professional sells solutions. This is a common denominator principle with its greatest power in interpersonal relationships.”

Steven Covey.

EMAIL: Tony@Topsalessuccess.com

PHONE: 440-497-0335

WWW.Topsalessuccess.com

About:

Tony Picciano is the founder of Top Sales Success Group. TSS is the result of the unique experience and lifelong ambition of Tony. For over forty years, Tony has worked in sales and sales management with a wide range of businesses from startups to Fortune 100 companies. Tony is not only a sales expert, but also a marketing practitioner with expertise in strategic planning, new product development, new business launches, and collateral material development.

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