The Essentials

Friday, July 26, 2019

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Too lazy to read? Here’s the highlight: We have it all backwards. The hard sales skills are easy to master. The so-called “basics” (or “soft” skills) can take a lifetime to learn. These are what I call The Essentials.

Click here to learn how you can differentiate yourself in competitive sales situations to close more deals.


Good day!

It’s time to stop talking about the “basics” in sales.

And, let’s stop talking about “soft” skills in sales.

Connecting on a human level. Demonstrating curiosity. Fostering rapport. Activating interest. Building trust. Establishing collaborative relationships.

These aren’t basic skills. They are Essential skills.

Labeling these “basic” or “soft” does a tremendous disservice to sellers.

Sales leaders can’t define and track the “basics” with metrics so they don’t buy into them.

As a result, they don’t emphasize their importance to their sellers.

On top of that, every seller believes that they already “know the basics.”

So, they stop paying attention to them. And stop practicing them.

Here’s the problem: “knowing” is not equivalent to proficiency.

In any competitive sales situation, where the margin between winning and losing is razor thin, it is the “basics” that often spell the difference between winning and losing.

If you’re not above average with the Essential sales skills, you’ll win sales at below average rates.

We have it all backwards and upside down in sales.

The so-called hard skills are actually the easy ones to achieve proficiency in.

The Essentials skills require a lifetime of learning and practice to master.

As we continue to automate sales, the machines start with the hard skills first. They are more easily defined and measured.

But, where machines fall short is in the Essential human sales skills.

Authenticity, connection, rapport, empathy, context, insights, relationships.

So, what naive sellers and sales leaders consider to be basics, are, in fact, the advanced selling skills that will enable you to win more deals.

And keep your job.

Because, if you can’t be more human than a machine, what future do you have in sales?
The Best Place To Learn And Practice
The Essentials?

My all-in-one sales WINNING community.

Get access to a 400+ hour library of classes that teach you how to utilize The Essentials to close more deals and increase your win rate.

Want to learn how to win more? Of course you do. Here’s how…

Example Courses

Plus, every week I host LIVE Coaching sessions that reinforce The Essentials.

Whether it’s an AAA session (that’s Ask Andy Anything) or an instructional session (this week we had an interactive class on Essential Disqualification) all members get exclusive access to this learning resource.

Are you a high-performance sales professional?

Click here to learn more about The Sales House, my sales training WINNING community…

And then there’s my favorite feature… All member get exclusive access to The Sales House Slack community. Learn and share best practices with a community of highly-motivated peers.

If you have even the slightest dissatisfaction with your ability to win deals, then you need to make a change in how you learn and grow your capabilities.

Joining The Sales House community is how accomplish that goal.



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