Sales Is an Art

I am often asked, “Ryan, what is the secret to sales?” But there is no secret or shortcut to sales. People ask me if I can help them find me a “heavy hitter” salesperson, preferably one with a book of business. I reply, “Are you kidding me?” We are in 2013 and that model is dead. These people tell me, “Ryan, we need some more salespersons to pound the pavement, knock on doors, or dial for dollars.”

Dude…ditch the clichés and let’s find someone who can figure out the best way to find new business opportunities and grow existing ones.

A person once asked me if they should make “quality contacts” or “quantity contacts.” My reply is both! You see, sales is an art. I can teach how to connect with people, understand personality types, improve upon their written and verbal communications skills and become better listeners. However, at the end of the day, there is no shortcut, gimmick or off-the-shelf plan you can use to dramatically increase your sales. I see more ridiculous sales training programs offered that people pay good money for but it is the same old stuff packaged in a new way.

Folks, I am here to tell you that if you have not invested in building your online (social/digital space) and individual sales brand and are only using traditional tools in your sales efforts, you are falling behind. Traditional tools are imperative, however, in our new world, as any person is accessible. New tools must be used. So there’s no valid reason why you cannot connect with a viable prospect if there is a reasonable “fit.” The world is totally connected and you can reach anyone.

In using online tools such as LinkedIn, Twitter, YouTube and now Google Plus, I have connected with CEOs of Fortune 100 companies, professional athletes, celebrities, other authors, speakers and more. These connections have led to an e-mail, then a phone call, and later a meeting that led to working together. Trust me, it is the real deal.

Ryan T. Sauers is president of Sauers Consulting Strategies. The firm consults with the front end of privately held printing and related organizations across North America. The areas of focus are: sales growth, brand positioning, organizational strategy, and integrated marketing (with an emphasis on social media). Sauers speaks at many national events and writes feature articles in global publications. He is an adjunct university professor teaching leadership and entrepreneurship. Sauers is also the author of the best-selling book "Everyone is in Sales" and the newest book "Would You Buy from You?" Please visit:
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  • Bob R.

    Thanks for this post. I think it helped me realize that as a salesperson I have my individual brand too and need to think more about what you called the social space.