Boy if today I was just starting out in sales, I would be greatly confused. Between the workshops, seminars, formal sales training sessions,  books, the videos, the blogs and the social media postings from all the sales experts, I truly would not know where to turn.

Having a background in small business, under 100 employees, I learned from my father, my boss and a few books such as the  Secrets of Closing the Sale by Zig Ziglar, later Spin Selling. Additionally, I read numerous product technical books.

Sales experts 40 years ago were for the most part non-existent.  This self sales training and self leadership  knowledge became the foundation for my sales experience.

Granted I was not involved in many complex sales with multiple decision makers. My daily sales routine comprised mostly of:

• Bills of material to be sourced and priced
• Rush items
• Tracking shipments
• Clarifying technical information to my customers
• Occasionally locating an outside salesperson missing in action

As time progressed, I was promoted to Inside Sales Manager and I was responsible for negotiating multiple year contracts. Additionally as Purchasing Manager I negotiated the product pricing for those multiple year contracts. Here the sale was more complex, but probably did not rise to the level of selling Boeing 747s.

What I learned is sales as Zig Ziglar said is “the transference of feelings.”  People buy from other people they know and trust. Like is not necessarily part of that equation.  I remember men buying from me initially because they knew me and trusted me, but truly did not like speaking with a woman.

People buy on emotion first; justified by logic. Emotions extend to daily behaviors.  This is why the customer’s voice on the end of the phone sounds gruff because he or she is being put into an emotional corner by others.

Sales is also about self-leadership.  Top sales performers have always demonstrated key people skills or soft skills such as:

• Self starting ability
• Gaining commitment
• Persistence
• Evaluating what is said through active listening
• Self discipline

By being able to lead themselves first they were then able to lead others including customers.

When you listen to many of the sales experts, you hear or read about specific sales skills to complex sales.  Yet, I have found only 5 questions will probably answer 75 to 80% of what I need to discover during the fact finding meeting with my qualified sales leads. These simple questions are never taught by sales experts because maybe the simplicity is just too obvious.

Additionally many sales experts presume you:

• Have crystal clarity specific to your ideal customer
• Love sales

One or both of these may be false presumptions.

If you are seeking greater clarity and less confusion, consider these questions:

• Do you know your ideal customers?
• Are you going to where your ideal customers go?
• Do you know what differentiates you from everyone else?
• Are you truly interested in knowing about other people?
• Do you love sales (selling and marketing)?

By answering these questions, then maybe when seeking advice from sales experts you can determine where you have gaps to your sales success.

If you want to know my 5 questions,

then give me a call at 219.508.2859 CT

and we can schedule a quick 20 minute conversation.

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Leanne Hoagland-Smith supports forward thinking leaders in bridging the gaps between today’s results and tomorrow’s goals in the key areas of strategic growth, people development and process improvement. She speaks and writes specifically to high performance sales people who require a tailored executive coaching solution and to small businesses with fewer than 50 employees whose challenges are more unique and resources more limited. Leanne can be reached at 219.508.2859 central time USA.  Follow her on Twitter or check out her profile on LinkedIn.