Sales is like a dance, where mastering the steps takes time, practice, and a willingness to learn. Whether you’re a greenhorn or a seasoned sales aficionado, the journey from acquiring new techniques to seamlessly applying them is akin to refining raw talent into polished skill. If you’ve ever felt the sting of repeated feedback from your manager, fear not! In this guide, we’ll explore the path to mastering sales techniques, from gathering knowledge to achieving primitive application. And hey, why not share this with your manager? It might give them some valuable insights into the learning process too.

Step 1: Gathering the Information. The first move in mastering any sales technique is to learn from the masters themselves. But don’t just mimic their style; dissect their approach (the WHAT) with a discerning eye. I like to break this out into particular categories that align with the who, what, when, where, why, how:

• Know Your Audience (WHO): Understand who you’re speaking to. Different tactics resonate with different personalities and demographics.
• Grasp the WHY: Dive deep into why this technique works. Explore the psychology behind it and understand its relevance in the sales landscape.
• Application Strategy (HOW): Figure out how to wield the technique effectively. Practice, role-play, and seek feedback to refine your execution.
• Timing is Key (WHEN): Identify the opportune moments in the sales process to deploy the technique for maximum impact.
• Define Success: Clarify the desired outcome. Whether it’s closing a deal or fostering rapport, know what you’re aiming for.

Step 2: Trial and Error

Embarking on the journey of learning new things in sales inevitably leads to the phase of trial and error. This phase is characterized by its challenges, the numerous missteps, and the occasional missed opportunities. It’s a period where attempts may feel clumsy, and outcomes might not always align with expectations. However, it’s crucial to embrace this phase wholeheartedly, as each stumble serves as a stepping stone toward mastery. Embrace the process of trial and error with a resilient mindset, knowing that each experience, no matter how daunting, brings you one step closer to mastery.

Step 3: Mastery

As you persist through the trials and tribulations of trial and error, you gradually ascend towards mastery. Mastery is not an endpoint but rather a continuous journey fueled by perseverance and practice. It’s a stage where success becomes more frequent, objections start to diminish, and the techniques you’ve honed seamlessly integrate into your sales repertoire. Achieving mastery requires dedication, discipline, and a willingness to continuously learn and adapt. It’s about refining your skills, understanding your strengths, and leveraging them to navigate the complexities of the sales landscape. With each successful interaction, you gain confidence in your abilities, further solidifying your position as a proficient sales professional.

Step 4: Primitive Application

Ah, the pinnacle of proficiency – primitive application. This is the stage where what was once learned becomes instinctual. You no longer consciously think about the techniques or strategies; they are ingrained in your subconscious. As a result, you execute with precision and finesse, almost forgetting that it was ever a skill you acquired. This is where you truly shine brightest in your sales endeavors. Primitive application allows you to navigate complex scenarios effortlessly, anticipate objections before they arise, and effortlessly connect with your prospects on a deeper level. It’s a testament to your dedication and hard work, culminating in a level of mastery that sets you apart from your peers. Embrace this stage with humility and gratitude, knowing that it’s the result of countless hours of practice, perseverance, and unwavering determination.

In sales, learning is a multifaceted journey that requires patience and resilience. Don’t expect immediate results—trial and error are essential precursors to mastery. Embrace the process, persevere through the challenges, and celebrate the victories. And remember, even the most polished sales professionals were once beginners on the dance floor of commerce. So, lace up your shoes, step onto the floor, and let the rhythm of learning guide you to success.

Best,
The Worst Saleswoman