Forging a blade has many complex functions that must be executed in specific steps. First, the desired outcome and final blade purpose are determined. A kitchen knife doesn’t start the same as a machete. The purpose also determines the type of metals chosen as the foundation for the blade. Different metals have different carbon content that defines the blades’ hardness, and combining various kinds of metal creates a mosaic pattern on the final product. Then comes creativity and artistry Yeah… I know; who cares about metallurgy? The fact remains that the fundamentals never change.
The same is true in sales. What makes sales such a demanding profession is the crappy salespeople that got to your prospects before you did. In addition, there are no two sales situations alike.
Why? Because people are messy. The complexity of human nature, psychology, and communication with stakeholders within the prospects’ business, competition, marketplace, sales cycles, underdog vs. market leader, selling through someone else, resistance early in the sales cycle, and so many more things impact the outcome. However, the outcome (good and bad) starts with the salesperson’s Unconscious Biases. Many are defeating themselves before they attend their next meeting, much like the blade’s hardness. And like a blade, the outcome is less than desirable when the process is rushed.
What have you seen that makes sales a more challenging career than most others?