Hundreds of books have been published on the topic. Thousands of seminars are given every year. Many of us who perpetually seek the answer turn to the many who claim to have it.

And yet, more often than not, it becomes a wash/rinse/repeat scenario.

The fact of the matter is that there is not one universal solution to the question of, “How do I become a great salesperson?” If there was, possessing a bookshelf full of resources would be moot (one book should tell it all). Attending countless conferences would be redundant (wouldn’t every speaker say the same thing?).

So the better question is, “How do I get started on becoming a great salesperson?”

One of my favorite sayings (perhaps because I enjoy food so much) is “Cut the meat before you eat.” Too often, an individual with all the ambition and drive in the world will embark upon a new sales role, or kick start a new business, and the sky is the limit. They have the skills, the know-how, even the past track record of success.

But they don’t have a palatable gameplan.

Once he or she begins, the person will soon realize more emphasis should have been placed on product/service knowledge. Or budgeting. Or overcoming specific objections. Eventually, the issues build to an overwhelming crescendo and burnout sets in. The tragedy is that some simple advanced planning would have alleviated the issues that now may prevent ultimate success.

Just as you wouldn’t scarf down an entire 12 oz. Porterhouse in one bite, it is equally as impossible to simultaneously tackle a variety of roles related to your position.

To Be Continued….