“They struggle because they haven’t mastered the basics and that’s what you need to do. You want to have breakthrough results, work your butt off and mastered the basics.” – Mike Weinberg on today’s Tip 143
Do you master the basics?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today Mike Weinberg is launching his new book #SalesTruth. If you’re not already familiar with Mike Weinberg he is the best-selling author of New Sales Simplified and Sales Management Simplified and is one of the co-hosts and co-producers of the Outbound conference. Here he is with today’s tip.
Mike Weinberg: Hey sales friends, it’s Mike Weinberg with today’s daily sales tip and my tip for you is a bit counter-intuitive and it may sound odd coming from someone who’s a suppose it’s sales expert, but I want you to stop listening to the experts and one kind of expert in particular. It’s the folks online who are continually telling you that everything in sales has changed and nothing that used to work for developing new business still works today. That’s a load of crap. It’s a bunch of nonsense, being preached by people who are trying to sell you something new. I want to tell you with what I see with my own eyes across an incredibly eclectic mix of clients around the globe, is that today’s top sellers are executing the best practices and the approaches very similar to what they were doing five years ago, 10 years ago, even 15 years ago. If I was to show you the top one or two salespeople at the company is where I’m speaking and consulting and training, you would be amazed if you watch them and their best practices, they’re doing the same stuff they’ve always done. They’ve mastered the basics, they’re not looking for shortcuts and that’s why I’ve got a chapter in my new book #SalesTruth that’s called “The Not So Extraordinary Best Practices of some Extraordinary Salespeople.” Right? And I highlighted two of the most talented and highly producing salespeople I’ve ever seen and what I hope you get out of reading that chapter is that those people are not special and they don’t have any magic skills or shortcuts or sales tax for me to share with you. You know what they do? They work really hard. They’re really competitive. They are really focused on strategic target accounts. They prepare like madmen backstage where no one can see them, so they are prepared and well practiced when their front stage in front of a prospect or a client, they know their business, they know their competitors, they know their industry, they ask great probing questions, they run impeccable sales calls. All based on best practices that have been in use for years and years and years. So my tip for you today, be very careful who you listen to, particularly on Linkedin, where it’s really popular to preach crazy nonsense that tickles the ears of salespeople preaching all this easy stuff. If you just do this, if you just do that, if you adopt this new process where you get this new hack, everything will change for you. Let me tell you something. I have never met a sales team or a salesperson that’s struggling because they’re lacking some newly invented process or some cool new sales tool. They struggle because they haven’t mastered the basics and that’s what you need to do. You want to have breakthrough results, work your butt off and mastered the basics. That’s my #SalesTruth daily tip for you.
Scott Ingram: I haven’t read it yet myself, but something tells me that this book is going to be the sales book of the summer. We’ve got links to #SalesTruth Book and to Mike’s various social media profiles over at DailySales.Tips/143. You’ll also find the video version of Mike’s tip on there, so go check that out. Then come back tomorrow for another great sales tip.
Thanks for listening!