Community//

What They Don’t Tell You About Sales – The Missing Link

How many of you have that one great salesperson?

Have you ever come across that one great salesperson?

You know the one.

They have great energy, they hit every target, they create great deals, and they just make sales look easy. Yes, I am sure I am describing someone you have on your team or someone you may have worked with in the past; and no, I don’t mean the cheeky, brash one either!

So what is their secret?

Hold that thought – I want to come back to this.

Systems & Processes – What We Know

I know that there are several well-known and easy to recognise sales processes and systems around. Maybe you have been trained in some of these methods yourself, or heard other people talk about them – SPIN, Challenger, Sandler, Miller Heiman to name but a few.

All have positioned themselves as being great in certain selling situations from complex sales to basic formulas to take a customer through the buyer’s journey. Interestingly, most of them were created in the 1960s, 1970s and 1980s with The Challenger Sales process being launched a bit more recently.

It’s incredible that these processes are still in use and talked about today, yet the world was so very different when they were launched – even the Challenger model is 8 years old now. A lot has happened!

Transactional selling – The future landscape

You may think I’m about to launch into why none of these methods work and why you shouldn’t use them, however, I hope you will think that what I am going to share next is rather more interesting than that!

You see, businesses need systems, frameworks, processes, and order – or whatever words you prefer to use. Without any of these in place, we can get lost, be less productive, make mistakes, and when making strategy, we won’t be truly working in alignment if we don’t have this order in place.

Every business should be consistently delivering the same message throughout every element of their business, especially their people.

Most businesses will have chosen a sales process they like and then stick to it. For me, this is the transactional element of sales and the bit that is trusted, hopefully, brings results and is constant in the selling journey. 

But what if…

You could get better results than you currently achieve
You could add a powerful element that will help you stand out from the crowd
You could still have all your systems, frameworks, and processes, but be unique and exceptional

All of the above would mean improvement not only in your revenue but also in your brand positioning, your customer experience and your reputation.

Are you feeling excited yet?

I hope so, because what I am about to tell you has the potential to change the future landscape of sales.

The missing link

Having over 30 plus years of sales experience and training (some of which included the methods mentioned above), I always felt that there was an element missing.

When I created ‘Live it Love it Sell it’ I discovered exactly what that missing link was because I traced back what I had done during all of these years to hit every target, and overachieve consistently in sales. Regardless of the training I had received.

The missing link was ‘ME’ – yep! Uniquely me. I naturally created great conversations, used emotional intelligence and built strong relationships. There were systems and processes in place, but it was never the overriding factor in my successful sales deals – the emotional connection was intuitive and came easily to me.

For some people, this won’t feel so easy at first, but this ‘missing link’ can be taught to anyone and is an integral part of my training so that teams learn to understand how to weave ‘emotional magic’ into their transactional processes.

You see, every one of us have these innate skills, they just need re-igniting, and when the awareness is created around our natural abilities, we then become unique salespeople who are consistent to our business brand.

How truly wonderful is that? 

This is special and should be taken seriously by your business because the sales landscape is getting even more exciting than ever before. For example, as we move into the future, we are seeing incredible developments around AI. These advances may feel scary but realistically will shake up the existing transactional frameworks. With emotional education added to the mix, plus the insights that AI give us, for the next 5-10 years at least, businesses who combine all three will have a massive advantage.

The emotional glue™

Live it Love it Sell it is the ‘emotional glue’™ that brings everything together for your sales force. I work with you to weave the magic of human connection into the sales process you already have. I honestly believe this is the best work I’ve ever done and is a game-changer.

Don’t be left behind just sticking to what you think are ‘safe’ transactional processes that you’ve trusted up to now – understand that it’s the ‘emotional glue’™ that will actually become your real future USP – because your USP is your people – they are unique and special.

In fact, we have already moved from USP (coined in the 1940s to determine how you are different from the competition) to UVP – Unique Value Proposition. Today we can strive to have a UHP – Unique Human Proposition™, and that’s what I will create with you in your business through Live it Love it Sell it.

So I’d like to leave you with this – let’s go back to the question that I asked at the very beginning of this article.

Have you ever come across that one great salesperson?

They have great energy, they hit every target, they create great deals, and they just make sales look easy.

So what is their secret?

They understand the ‘emotional glue’™ that brings everything together, and that is what makes them unique.

My corporate sales program allows me to work within your business as part of your business for at least 6 months because it’s the only way to Live it Love it and Sell it.  If you want to be part of the exciting future sales landscape, we are now on the verge of entering, then let’s have a human conversation, or as I like to say a good chat over a ‘virtual cuppa’!

Here’s to putting HUMANITY back into selling!

If you like this article, please like and share.
Connect with me today if you’d like to learn more

https://liveitloveitsellit.as.me/virtualcuppa

[email protected]

© 2019 – Jules White Live it Love it Sellit

    The Thrive Global Community welcomes voices from many spheres. We publish pieces written by outside contributors with a wide range of opinions, which don’t necessarily reflect our own. Learn more or join us as a community member!
    Share your comments below. Please read our commenting guidelines before posting. If you have a concern about a comment, report it here.

    You might also like...

    Community//

    Studies In Selling: One On One With Ali Mirza

    by Adam Mendler
    Community//

    “Each step has a criteria for success.” With Mitch Russo & Rick Cottrell

    by Mitch Russo
    Community//

    “Be compassionate.” With Mitch Russo & Bill Flynn

    by Mitch Russo

    Sign up for the Thrive Global newsletter

    Will be used in accordance with our privacy policy.

    Thrive Global
    People look for retreats for themselves, in the country, by the coast, or in the hills . . . There is nowhere that a person can find a more peaceful and trouble-free retreat than in his own mind. . . . So constantly give yourself this retreat, and renew yourself.

    - MARCUS AURELIUS

    We use cookies on our site to give you the best experience possible. By continuing to browse the site, you agree to this use. For more information on how we use cookies, see our Privacy Policy.