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Enough with the easy button

An open letter to sales people.
OK – I’ve had enough. Enough with the LinkedIn articles, tweets and blog posts from self-proclaimed “guru’s” who DO NOT HAVE A PROVEN TRACK RECORD AT SELLING who are telling everyone how they are “doing it wrong” and that there’s an easier way.
Some of these “experts” are killing your career by fooling you into thinking tried and true principles no longer work.
If selling is so “easy” – only if you would submit an article, write a tweet, like a post, send an email – why are a lot of the people that promote this stuff working for companies that need venture capital funding to survive? Why are they not profitable?
Let me go way back for a moment – when I sold my first company and decided to start a phone sales training company (this is back in 2007 / 2008) there was a guy touting how cold calling was dead and that the new way to sell was using LinkedIn and emails to drum up new business – basically anything other than picking up the phone.
This person even started a company “teaching” other companies how to avoid selling by phone and using his strategy.
Anyone want to take a guess at what happened a short time later?
Three words: OUT. OF. BUSINESS.
Wasn’t long before I noticed that this particular person, who was so against picking up the phone, who coincidently according to his own LinkedIn profile, had very little experience in the real world of selling by phone, was out of business with his company and took a job in marketing with another firm.
Recently also noticed another company that promotes “emails” as the way to drum up business got acquired – no word for how much – but I thought it was odd that a lot of the top talent at that company was abandoning ship in the months leading up to the “acquisition”.
Look, all I’m saying is this: THERE IS NO EASY BUTTON IN SALES.
Yes, salespeople today – we have it made in the shade when you compare it to when I first started – which was “you want leads? Grab the phonebook!” (If you’re too young to get that reference, look up what YELLOWPAGES and WHITEPAGES were)
It SHOULD be easier than ever in today’s age to find the right prospects and close business – all the tools are there, and many of them are free or next to free. But none of them replace the one skill that is absolutely needed to be highly successful – you still need to know how to sell.
You need to know how to have a real conversation. Not just a connection, or a like, or a tweet. A CONVERSATION.
By phone, face to face or web chat – sales people need to know how to get conversations started and then they need to know WHAT questions to ask, WHEN to ask them, WHY to ask them HOW to ask them.
There are no shortcuts to this. Not for 99.9% of us anyway. Sure, we will always hear about how some college dropout created an app and is now a billionaire.
For the rest of the crowd, there is real money out there for you. Making 6-figures as a top salesperson is more obtainable than ever. Making mid to high 6-figures is obtainable now more than ever – but you’re going to have to do two things: work smart and out work the competition.
There’s no easy button.
– Michael Pedone
Michael Pedone teaches inside sales teams how to pick up the phone and close business. He is the CEO/FOUNDER of SalesBuzz.com – An online sales training company.


Learn how to successfully sell by phone, email & LinkedIn – Live Online Sessions from Michael Pedone
Register Now for Our Next 8-Week Phone Skills Improvement Program!

  • Eliminate “No, Thanks”, “Not Interested” & “We’re All Set” Responses
  • Learn a step-by-step process for Cold Calling and Warm Calling
  • Neutralize Gatekeepers & Get Voicemails Returned
  • Ask Engaging Questions Instead of Probing
  • Improve your Qualifying Skills
  • Learn more effective Sales Questions to ask (and ones to avoid)
  • Give Stellar Presentations & Handle Objections
  • Close Follow-up Calls and Get Targeted Referrals
  • How to Set & Achieve Your Toughest Sales Goals
  • Improve Your Time Management Skills

Duration: 1 hour per week for 8 weeks
Where: Online @ your desk, conference room or home
Presenters: Michael Pedone