If you look at the most successful salespeople in any industry, they are all diligent, focused and on point. They manage relationships well, they articulate benefits with clarity, and they always are moving to close the deal.
But if you take a closer look at the top of the food chain in any sales organization, there are basically two buckets in which you can put the pros into:
The best of the best either love it, or they shove it.
Which one are you?
The love it crew love the product or service they are pitching. In this method, their credibility lies in the fact they fully understand what they are talking about. This crew can explain things in ways that are personally relevant to the person sitting across the table. Why? Because they use it, they live it, and in the end, they succeed because they simply share it. That’s how they gain more customers.
The shove it crew doesn’t have any personal investment in the product themselves. All they are interested in is pushing the customer to sign on the dotted line whether it makes sense or not. They claim the product is exactly the medicine needed. “Our product will solve your problem,” whether you knew you had a problem or not to begin with! This approach is all about speed, agility, and understanding where any vulnerabilities may be located. The shove it sales pro’s mission is certainly to help. . . themselves! They see their own job solely as shoving the product down the prospect’s throats.
Both can be quite effective. The question is which is your choice in doing the job? Especially when your job is to demo something that is all Good News.