Planning ain’t selling

In 15 years (1963-78), Joe Girard sold 13,001 Chevrolets. He sold 1,425 in 1973 alone! And in his book, How to Sell Anything to Anybody, he documents his exact process that made him one of the best car salesmen on the planet.

Guess what did I find out? Besides the basic tactical-practical strategies, he invested a chunk of his time actually doing the work. If it weren’t for execution, rest assured, the world wouldn’t have known who Joe Girard was. Of course, times have changed but the selling professional fundamentally has remained the same for centuries. The objective has and always will be to discover client’s needs, explore areas of pain (if any), share valuable insights on the business challenge needing a resolution, and then match it up with the most appropriate solution.

How we get to the final stage as be as simple or as complex the client wants to make it, how main pain they’re in, or how straight-forward your sales process is. That said, none of the above requires one to invest a lot of time thinking or strategising, it’s a lot of doing. And that’s precisely what Joe and the top 1% of the sales professionals in the world focus on — execution, without with there won’t be any sale at all.

So, if you’re in a position to drive sales, analyse how much time you’re spending on planning, thinking, and strategizing against execution. Believe me, if that got you thinking, you’re probably not executing much. And you and I know, procrastination isn’t going to get us far. So, if you want to stay in the profession or grow your organisation, this needs to change. Because nobody ever thought themselves through selling a $10 deal let alone a million dollar one. You won’t either.

Go out and sell.

By Sunil Nair

Nurturing leaders of tomorrow.

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