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 and spent nearly 20 years leading printing and promotional product companies prior to founding the firm. The organization consults with printing and promotional product related companies across the country, helping them grow the front end of their organization. Sauers is working on his Doctoral degree in Organizational Leadership and is the author of the top-selling book “Everyone Is in Sales”, with another book in the works.  He is a Certified Myers Briggs Type Indicator and DiSC Practitioner and Certified Marketing Executive. Ryan writes national feature articles and speaks at national conferences on such topics as sales, marketing, communications, leadership, organizational strategy and social media. He is also an adjunct university professor. More info at
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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.