In Response To A Query On Selling

I was queried by a publication on what advice I would give to any new, or for that matter, existing salespeople as to the advantages or, disadvantages in today’s world of sales with all its new technological breakthroughs available. i.e., Was it leveling the playing field? Distorting it? Or, something else?

Here was my response:

Technology is great, however, far too many use technology as a crutch to avoid face-to-face meetings where “the fear of rejection” paralyzes them into inaction. The illusion technology can provide that one was “busy” or “did the work” of selling can be easily expressed using the following example: It’s much easier to kid oneself and intellectualize they were “selling” if they send out multiples of “proposals” or “feelers” via email, social media, or whatever that return zero sales; than it is to be face-to-face with one prospect and have their offer declined.

The difference here is this: moving onto the next face-to-face meeting quickly forces one to sharpen their skills, their presentation, to form or articulate their value proposition for better results. Again, the key word is “quickly.”

This is the great “secret” every professional worth their salt knows and has learned many times – the hard way. In other words: I’ll take 1 meeting face-to-face with a qualified buyer (e.g., one who can say yes and write the check) who can tell me no and reject my offerings, against 10,000 or even more electronic “request for proposals” any day of the week. And I’m willing to wager I’ll have a far sizable bank balance at year-end than the other.

I’ve previously expressed the value of this in the statement below.

“The fundamental calculation of personal vs technological selling can be expressed by the following: S2S≠F2F. In other words; screen-to-screen, as in you in front of yours, and a customer in front of theirs, is never equal to the intrinsic dynamism afforded via face-to-face sales meetings. Period.”

When the sales calculus can choose either face-to-face or screen-to-screen interactions far too many choose the latter because it appears, and can be cloaked intellectually as: an easier more productive form of selling. The problem is “easy” work more often than not adds up paying next too – if not – nothing.

© 2015 Mark St.Cyr