Weinberg says successful sales professionals have defined strategic relationships that build visibility in the market and provide a consistent source of referrals. He suggests preparing a list every day of who to call, who to see, and how to help customers solve real-life problems. His assertion that sales roadblocks appear when you aren’t focused on your list, serving existing needs, or creating new value is right on the money.
I also agree with Weinberg when he explains how social media and inbound marketing have become the buzz that takes sales professionals away from proactive prospecting, building real relationships, and appearing physical present with customers. You simply have to know where the customer spends their time, where they access new information, and where they show up in person. Online profiles and media channels only support what you do to a point. Then you need to step in with real sales conversion skills, such as handling objections, showing empathy for the customer, financial analysis, and decision-making abilities.
The audible download of Weinberg’s book is great, because you can listen in your car. However, I’d highly recommend grabbing a paper copy too, so you can dog-ear it and mark it up. His fundamentals are worth listening to again and again.
Doug Devitre is a Certified Speaking Professional of the National Speakers Association and has been inducted into the National Association of REALTORS® REBAC Hall of Fame for being one of the top educators in the industry. He has helped organizations in 37 states, across Canada, and anywhere else with an Internet connection to achieve faster results using these ideas.