Despite an ever-changing world, some pieces of advice continue to ring true through the years. For Entrepreneur writer Gregg Schwartz, sales tips he received from his grandfather have stood the test of time. “Some of the most important sales techniques and life lessons from my grandfather’s sales career are still valid and valuable today,” he writes in a recent article. He goes on to share five sales lessons passed on from his grandfather, and he explains why each remains relevant today.
One important lesson is to not rush things. When in sales, slow and steady can win the race. While it may be difficult to ease your pace, remember that deals take time (especially when a lot of money is involved). “Be patient and keep perspective,” Schwartz writes. “Build a relationship with the team you’re working with. Don’t treat people like transactions. Treat every sales deal as a unique learning process that you can get something out of along the way. Enjoy the journey as well as the destination.”
One way to build relationships is to actually talk to people. Don’t get in the habit of using only social media or email to communicate with others. While digital tools are convenient, they shouldn’t be a complete substitute for picking up the phone or meeting in-person. By hearing the other person’s voice, you get much better insight into his or her feelings and mood. This also cuts down on the chance of a miscommunication, which is very common when emailing, texting or using social media.
And, it’s vital that you don’t slack on keeping in touch –or any other part of the sales process for that matter. When selling, there are no shortcuts, especially in the B2B sales world. “…building relationships with customers, closing deals and implementing B2B solutions takes persistence and hard work,” he notes. “You need to keep hitting the pavement and working the phones. Don't stop until you reach the top decision makers on your list.” Cutting corners and procrastination won’t get you very far.
Take time to read Schwartz’s entire article. Are there any other timeless lessons that he didn’t include? How can you implement these lessons into your own strategy?