The Sales Advantage

By Steve VerBurg

The Sales Advantage

What End Of The Banana Are You Holding?

I recently watched a colleague demonstrate the easy way to peel a banana. While most of us here in the United States peel a banana from the stem, the proper and more efficient way is to start by pinching the other end, and peeling back, just like you may have seen a monkey do it at the zoo. It is amazing how simple the banana opens up when starting from the opposite end. In many countries, people open bananas this way, but we continue to open them the more difficult way. Why is that? It is because we have always done it that way and most of us didn’t even realize there was another way to peel a banana.

Many sales professionals fall into a similar selling problem. They do things the same way they have always done them, never questioning or looking to discover a new, better and simpler way to sell. Yes, there might be a better way out there to help sell within their industry, but if they were unaware of it then opportunities are constantly being missed.

How do you make sure that you are not still trying to sell from the wrong end of the banana? Here are three tips to help slip into better habits:

1) Hold – Most sales people are used to selling in a vacuum. They don’t get to interact with other sales professionals on a regular basis. Take the time to identify at least one sales person per month who you can shadow. Hold yourself accountable to spend a few hours with that person and see what techniques they have to get things done better and more efficiently.

2) Pinch – Look at your own sales process and decide what you are doing that is not adding value to your customers, prospects or sales process. Once you have identified them, pinch away those bad habits. Each month, pick one bad habit and work on eliminating it from your routine. Tell someone what you are working on so they can help to hold you accountable.

3) Peel – Just like opening a banana, we have to take action by peeling it or it will go to waste. Likewise, we need to take action implementing positive techniques and developing new effective sales habits to help fill the void of those we have pinched away.

Sales is as easy as opening a banana, but if you are opening it from the wrong end, you can make it a lot harder than it needs to be. Hold, pinch and peel your way to more successful sales habits.

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