In professional selling "There are three types of
salespeople; those who make things happen, those who
watch things happen and those who are wondering what
happened." You've probably heard that one before.
Actually, there are only two types of salespeople and
they are easy to tell apart.
The first type is the improvisor. He seldom prepares,
his preferred style, is to take things as they come.
He likes to be spontaneous. He relies totally on his
instincts and counts on his intuition to carry the day.
His days are fun filled and exciting, because he literally
treats each day and every sales call like an adventure.
He's the Indiana Jones of selling, foot loose and fancy
free, what ever that means.
The second type is the professional. He's into
professional selling. He also enjoys his work, but for
He anticipates everything, especially the routines.
He turns these routines into systems that gives him
an advantage over his competition.
For example, he handles recurring objections. He knows
he'll get them over and over again, so he prepares in
advance how he will deal with them. He plays with words,
until he creates power phrases that work.
Once prepared, he knows that in order to execute the
delivery, he must practice what he has prepared.
He records his power phrases into a recorder and plays
them over and over until they are anchored.
He treats all sales calls as unique opportunities not as
Two types of salespeople and two different results. Each
one follows a pattern, one is unstructured and one isn't.
Each can be seen as a formula.
One formula gets better results than the other. Here
I + I = I (instinct + intuition = improvisation)
P + P = P (preparation + practice = professionalism)
The secret to achieving professional selling success
is that there are no shortcuts, no quickies just plain
old fashioned hard work.
These are the formulas, and you get to choose. One
doesn't require much preparation. One pays better than
Remember this, you can never improvise as well as you
Also remember, your sales prospects and customers can
always tell the difference between improvisation and
When you prepare and practice everything that counts,
you will become the best you can be!
Preparation always trumps improvisation!
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