Back in the early 80s, there was no Internet. There were no cell phones. Heck, there weren’t even any flat-screen TVs. It was a very, very different world. It’s no wonder that, since then, the art of selling has been totally transformed by some of the greatest advances in technology in human history. Your prospects today behave in dramatically different ways than they would have back in the 80s. They have access to tons of information, instantaneously. They can seek out different options with the push of a button.
And they are definitely no longer interested in being pitched or persuaded. Why, then, do so many salespeople still follow the same tired rules espoused back in 1980, when it comes to mastering the art of selling? The answer is simple: People fear change, and they stick to what’s familiar. The vast majority of sales gurus teach the same old-school selling techniques based in sales ideology from 40+ years ago. As a result, the vast majority of salespeople learn these outdated techniques—and put them to use every day. This is deadly for sales.
It’s time to stop the cycle and seek out a new answer to how to master the art of selling. And that’s exactly why I’ve created this new, updated approach to How to Master the Art of Selling Anything. If you’re ready to give your selling approach a major modern update, then keep reading.
This first step to the art of selling in today’s world might be the most counter-intuitive—but it’s also the most important.
When it comes to how to master the art of selling today, the romantic idea that great salespeople can literally sell anything to anyone is ludicrous.
Simply put, top-performing salespeople are smart about what they sell and who they sell it to. They don’t just pick up a spoon and try to sell it to a guy with a drawer full of spoons.
If you’re a great salesperson, the first thing you want to do is make sure that what you’re selling is, in fact, both desirable to your ideal clients and truly needed by them. You also need to make sure that your ideal clients have money that they can invest in your solution. Before we go any further, think about this right now: Are you selling something that’s both desirable and necessary for your ideal clients? And are those clients willing and able to invest in your solution—or will they be giving you objections over budget?
If not, it’s time to switch gears—or switch organizations—to make sure that what you’re selling fits that criteria. Again, it’s critical that what you’re selling is both desirable and necessary. And, what’s more, you need clients with enough budget and motivation to buy what you’re selling. Without these key requirements met, even the best salesperson will struggle with how to master the art of selling.