Blocking and Tackling=Sales
I ran across the Revenue Roundtable blog the other day. The Roundtable is made up a panel of experts, who describe their mission this way:
"The Revenue Roundtable team's saying is "Be practical, or be quiet." So, head off to academia if you want to read jargon-laden management theory. Stick with us if you want specific advice on marketing strategy, lead generation, managing a complex sale, and expanding your business with your existing customers. And that's just the start."
With that as an introduction, I wanted to highlight an interesting Roundtable article titled How to Sell More--Back to Basics, which contained a mixed bunch of sports metaphors ("home runs and moving the ball down the field"). But the punch line is pure wisdom:
"This particular sales manager loved to say "Kevin, if you want to be good at sales, remember it's all about blocking and tackling!" In sales, "blocking and tackling" is actually three activities:
1. Connecting with people
2. Asking questions
3. Getting commitment
If you don't do these things you will not develop the relationships needed to make sales. You won't discover how you can be of service to anyone. And you'll never close the deal. It's that simple. Blocking and tackling."
He then goes on to say that his list of three really boils down to one: Be of Service. Good discussion of what service is-helping others get what they want. But then they screw it up by asking "what do you consider the basics of selling in your organization?" We know what the fundamental is ("blocking and tackling")-service. The better question is what we consider the elements of service? Sometimes its hard to discern elements but easy to know good service when you see it, so let's also ask for examples of good service. LET'S HAVE A DISCUSSION! COMMENTS ARE GOOD!
One of my favorite authors on professional services says that when marketing is done right, "sales" becomes superfluous. Think this means that relationship selling is about developing and deepening relationships rather than using traditional "closing" techniques to get commitment. Pat Lamb, would like your thoughts on this concept. Anne Gallagher
