As a sales trainer who works with sales professionals all over the country, one theme seems to run prevalent in the minds of all sales pros that I encounter and that is “What do I have to know in order to shorten my sales cycle and close more sales?”
Before I give you the answer, you must realize that you need a mentor in order to succeed in any endeavor, including the answer to that question. Someone who has walked the path that you are now walking. Or, at least a path that is similar. Michael Jordan had coaches, Taylor Swift had a music teacher, and real sales pros learn from the best. Let’s visit again Jack Blake and see who his teachers were:
He needed some air...Jack knew where he needed to go to clear his mind. Jack’s parents had given him a Christmas gift of a season pass to the Cincinnati Zoo. Jack loved the zoo...
Jack only lived about 2 miles from the zoo. In fact, Jack has lived in the Cincy area all his life. He grew up in the beautiful Cincinnati suburb of Loveland, OH. As Jack entered the zoo entrance gates, he could already feel a bit of the stress leave his body. He walked passed the entrance and headed to his favorite spot, the Gorilla exhibit. He loved the Gorillas. They are so majestic with such strength but also such poise as they climb up the trees and other elements in their zoo home. Everything Jack wasn’t and wanted to be.
Jack walked into the exhibit and immediately his eyes caught the big guy, one of the main attractions to the zoo itself. Sam, the large male gorilla was huge. He was snorting and pacing for the crowd. As he did, his blackish, gray fur bristled. He was larger than most male silverbacks and he ruled his kingdom without question. Such confidence. “Boy,” thought Jack. “If I had just a tiny piece of Sam’s confidence, I wouldn’t be in this mess.”
Jack moved to the series of benches directly in the middle of the exhibit and took a seat. It felt good to sit down. He hadn’t realized how exhausted he was. For a moment, Jack closed his eyes and let the thoughts and stress ease from his weary presence.
Jack was knocked out of his inner reverie by a voice. The voice said, “Is this seat taken?” Jack looked up and said “What?” An older gentleman was looking down at Jack. The man must have been in his seventies, maybe even eighties. He had stark white hair with just a touch of black in the back. His skin was wrinkly with the miles of successful living behind him. He was wearing a pair of business casual style Khaki pants, a solid baby blue golf shirt with just a hint of a stripe, and stark white (looked like he just took them out of the box) tennis shoes. But his eyes, there was something about his blue eyes. They sparkled with an energy and aliveness that Jack had never seen before. The old man said again, “Is this seat taken?”
Jack shook off the cobwebs in his mind and remembered his manners. Jack gestured to the open seat next to him on the bench and said, “Ah, no. Please.” Before Jack could get the words out, the old man sat down right next to him.
Now, Jack felt uncomfortable. He felt like this man could see through the façade he showed the world and peer directly to the depths of his starved, despaired soul. He felt as though the old man was staring at him. Jack just stared straight ahead and watched Sam down a banana in one big gulp. “Should I turn my head? Should I glance his way?” thought Jack. “I don’t know. This is uncomfortable. What is with this guy?”Finally, Jack took a slight glance toward the old man. The old man immediately said, “Powerful, isn’t he? Such strength.”
“What?” asked Jack.
“Sam, the gorilla. He has such powerful strength. If we all had such confidence, success would be inevitable.”
Now, Jack was beginning to freak out. He had had those exact thoughts a few minutes ago. “Is this guy in my head? Who is this guy?” Jack’s thoughts were going a mile a minute trying to connect this seemingly impossible puzzle of an old (or should he say odd?) man.
The old man held out his hand, “The names Digger; Digger Jones.” Jack reached out in instinct and grabbed the old man’s hand. He was shocked at the strength of the old man’s hand shake. It was firm, but not too firm. It was confident, but not arrogant. But those blue eyes were what really caught Jack’s attention. He couldn’t stop focusing on them. They were like a breath of sweet energy that burrowed their way into his soul. On arrival, a warm calm would envelope you down deep and soon encompass you with peace. Again, Jack thought, “Who is this guy?”
“So, what brings you to Sam’s house today?” asked Digger.
“Oh, no reason.”
“You don’t seem like a man who came for no reason.”
Jack sighed and reluctantly said, “Oh, I am having some trouble at work.” Why was he opening up to this man? Who is this guy?
“Not enough sales, huh?
“How did, hhhow did you know? How did you even know that I am in sales?” stammered a now very freaked out Jack.
“That is why I am here.”
“What do you mean that is why you are here?”
Digger looked at Jack with those piercing eyes and said in a calm, firm voice, “Jack, I have been sent to you. I can help you solve your challenge.”
Who sent him? My boss? Mrs. Norris? Jack’s inner thoughts were bombarding him with more questions…but no answers. No, his boss didn’t really care and Mrs. Norris didn’t know he was at the zoo. And besides, how would she ever know a guy like this?
“Who sent you?” Jack finally asked Digger.
A small smile formed on the corners of Diggers mouth. “Don’t worry about that. Just know that I am here to help…and I can help you Jack. Tell you what, meet me tomorrow morning at 7:45 AM at this address.” Digger handed Jack a shredded, wrinkled up scrap of paper with an address scrolled on it. “The Cincinnati Chamber of Commerce is hosting an event. There is someone I want you to meet. Just be there at 7:45 and a ticket will be waiting for you. I will see you tomorrow.” With that, the old man got up, smiled, and made his way out of the Gorilla exhibit.
Weird huh? A mysterious mentor showed up to help a struggling salesperson. Well, your mentor probably won’t show up to you like my character Jack in Sales Success but, my friend, you do need a mentor. Let me be that mentor for you to success in your selling career.
So, what is the answer to the question on how you can shorten your sales cycle and close more sales? Well, that is the question that sales managers, sales trainers, and sales reps have been trying to answer for decades. And, at the risk of sounding cliché – I’ve found it! And, to tell you the truth you already know the answer too. The answer is in knowledge which is found in books.
Now, before you go and throw this letter out saying, “That guy has a gift for the obvious.Of course the answer to shortening my sales cycle and closing more sales is in books.”
Listen! Just hear me out for a moment – then you can throw this letter out if what I say doesn’t make sense.
We all know the answer is in books. A plethora of books have been written for decades. The challenge is time. We are told to read one sales book a week and it will change our selling lives forever. Or, maybe our sales leader is a little more conservative and he/she says that it only takes reading one sales book a month. That is still twelve books in a year.
Now, don’t misunderstand me. I agree with your sales leaders that we should read as many books on selling as possible. It is important! But, then there comes that time thing again. In this day and age we are all so busy. We have our work schedule of course, but then we also have our personal schedule. We have our children’s functions to go to, tickets to the movies, and for many of us basketball fans like me – there is always a game to watch. Of course, Indiana University games are the only ones that matter. Ha. Ha.
Your Challenge is Time. You Don’t Have Time To Read All Those Books To Gain The Information You Need to Double Your Sales.
So, What Do You Do?
But, what if you only needed to have one book on selling and that book could give you the secrets to doubling your sales? Does that book exist?
Yes! That Book Does Exist. It is
The Only Book You Need In Order to Double Your Sales
This is the one sales book you must have — that is if you want to double your sales.
“So, What Comes In the Book That Will Give You the Secrets to Double Your Sales?”
Just Take A Look at These Chapters...written by the Selling Hall of Fame...All wrapped in an inspiring story
- Selling - The Proud Profession by Zig Ziglar
- Highlights of the Perfect Sales Process by Tom Hopkins
- Distinctive Selling by Scott McKain
- Creating Value First by Mark Bowser
- Becoming More Persuasive by Dr. Tony Alessandra
- Instant Rapport Building by Dr. Larry Iverson
- Disciplined Selling Makes Sales Champions by Mark Bowser
- The 7 Personality Challenges by Dawn Jones
- The Psychology of Conversion: What Makes Consumers Buy Online by Bryan Heathman
- How to Own the Closing Zone by Dr. Allan Colman
That is What You Need To Know & Do In Order To Close More Sales
Get Your Copy of Sales Success Today!