3 Minute interview by John Smibert.
In this interview Dan Symons emphasizes:
"....... what distinguishes good, successful long term sales is the passion a salesperson has to assist the customer's business and improve their position".
He claims that passion is as important as [private] sales process - that process is aimless without passion for the customer. He also provides some suggestions on how to develop and sustain passion for achieving outcomes for the customer.
Dan Symons is a business development professional, an author and a sales mentor.
See more of the 'TALKING SALES' series here
Interview Transcript:
John: Welcome back! I'm delighted to have with me Dan Symons. Dan's a business development professional, an author and a mentor in sales.
Dan: Yes I am, John.
John: I love some of your writing, Dan!
Dan: Thank you, John!
John: I've read one thing where you talk about "passion over process".
Dan: Yep.
John: Now, I talk a lot about the sales process, and I think it's really important, but that really struck me. Tell me what you mean by "passion over process".
Dan: Yeah. What I'm effectively saying, I believe the sales process is incredibly important, but what distinguishes good, successful, long-term sales boils down to the passion a salesperson has to turn around and assist a business and improve their position.
John: Assist the business - [01:00] you're talking about the customer's business.
Dan: Yes.
John: Oh, okay. That's where I talk about an absolute commitment to creating value for your customer - same sort of thing.
Dan: Yeah, very much. My understanding is that sales isn't about the outcome you achieve as a salesperson, it's very much about driving yourself and your passion around what that sale does to improve your customer's position.
John: And you get the reciprocal value coming to you anyway. If you're going to create value for your customer it's going to come back to you.
Dan: Undeniably. If you're improving a client's position then you as a salesperson are going to achieve the right results at the back of that, and your employer is going to be happy about it, but ultimately you've got a happy customer.
John: I like that phrase, "passion over process". I think process is important, but you've got the passion over the top of the process. Is that pretty much what you're saying?
Dan: Very much so. It's "why you sell" that's important.
John: "Why you sell".
Dan: Yep.
John: Okay, I'm with you now. So, how do you make sure when you're coaching people and talking to people that they understand that and develop that passion?
Dan: To me it's about all stages throughout the sales process having a clear line of sight to what you're doing to make a difference to your customer, what you're doing to improve their position, and ultimately always having a clear line of sight to the client outcome in the sales process.
John: Couldn't put it any better myself - that's great! So, have the passion, or get out of selling as far as I'm concerned. The passion for the customer, and the customer's going to love you.
Dan: Very much so.
John: Thank you very much, Dan!
Dan: You're most welcome!
John: I look forward to talking to you next time!
Dan: Thank you!
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See more of the 'TALKING SALES' series here
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