On the road one day with my then current boss reviewing my sales pipeline, funnel. I was a rookie, learning as much as possible from my mentor. He was a strong willed, scientific seller/leader. Scientific meant no gray when it came to selling. He used to say "Hoyt, your either going to close the deal or your not. Which is it Hoyt? The questions requires a binary response. Get good at that son so when I ask you if your going to close a specific deal I want to hear yes or no. There is no emotion in selling Hoyt. Just the facts." It was a lesson that I embraced and to this day have woven into my sales approach, tankdieselsales.com. Scientific selling to me means, asking all the hard qualifying questions all the time to the prospect so that you can get to a yes. If the yes is not coming move on. I did a BLOG on getting thrown out early. You may want to go back to that one and reflect. Getting throw out early means you are not going to close the deal so pack up and move onto a better qualified prospect. Don't fish where it's nice to fish, fish where the fish are. Do not waste your time on deals that are not going to close in your favor. So as the story goes, that day my boss shared that I needed to build into the CRM, salesforce.com at the time hard questions within each stage. If you can answer all the questions positively within a stage then you move to the next stage which is closer towards the sale. He shared, "be disciplined on this process Hoyt (he loved to call me by my last name) and watch your W2 grow. Remember Hoyt scientific selling is full of certainty. Learn to hate grey. Certainty will not let you down." The tankdiesel model is full of certainty. Do you selling through emotions? When your boss asks you if your going to close a specific deal do you answer through your gut and emotions or do you answer scientifically? If you answer scientifically then you are on the right track, the track that leads to successville.
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