Sales Isn't Magic, It's a Skill

I ran across a book on Amazon this morning called "Sales Magic." I didn't buy it, and I don't know anything about it, but the title caught my attention.

Here's why. Selling isn't magic, in my opinion. Top salespeople don't perform "tricks" on their prospects. Selling isn't mysterious or slight-of-hand. Selling is a skill.

▪ Dentists utilize skills at drilling and filling cavities (who wants to go to a dentist who doesn't have those skills!). Salespeople use skill in minimizing cancellations after a customer places an order.

▪ Tennis players utilize skill to put an appropriate spin on the ball. Salespeople utilize skill at engaging their prospects so they aren't distant or disengaged.

▪ Cabinetmakers utilize skill to compensate for the expansion and contraction of wood with changes in humidity and temperature. Salespeople utilize skill in handling a prospect who says, "I'm just looking."

▪ People who fish utilize skill to know where in the lake fish will be hanging out during differing weather conditions. Salespeople utilize skill to know what to say to close a deal.

If you want to become a better salesperson, become more highly skilled.

Skip Anderson is the Founder and President of Selling to Consumers, a B2C sales training and consulting firm. Subscribe to the free Selling to Consumers Sales Tips Newsletter.