Is SELLING an Afterthought in Today's Sales Model?

Posted by Dave Kurlan on Thu, Aug 16, 2012 @ 10:08 AM

influenceI believe that the blog at Harvard Business Review believes that it is.  Once again, HBR was nice enough to run another article for me to dig into.

This year, their authors consistently wrote articles on selling despite not really knowing enough about what's going on in the real world.  They are many levels removed from the field and rely on interviews with academics and corporate types (insulated executives in large companies) for their opinions of what has changed and what is required today.

While the four requirements which they list are valid (salespeople today do need to have more capabilities), that which really angered me was their use and placement of the word "influencing".  It appears almost as an afterthought to their fourth category, "Management skills and capabilities".

Even if we accepted their concept of people in sales roles, instead of salespeople (semantics?), the entire concept of what selling actually entails seems lost on some of their writers. So, hear this:

  • Regardless of which technology is embraced;
  • Regardless of which sales model, process or methodology is used;
  • Regardless of which markets into which you are selling;
  • Regardless of on which decision-makers you call;
  • Regardless of what you sell or to whom you sell it;
  • Regardless of your price points and competition;
  • Regardless of the length of your sales cycle;
  • Regardless of the resistance you get;
  • Regardless of the obstacles you must overcome;

influencing will continue to be the single most important skill:

  • to overcome initial resistance;
  • to differentiate and effectively position your offering;
  • to help prospects understand the value which you bring to the table;
  • to get prospects to share important information about issues, opportunities and challenges;
  • to align prospects on their compelling reasons to buy from you instead of the competition;
  • to standardize on your offering;
  • to find the money;
  • to get you in front of the right people;
  • to buy from you!
When the day arrives when your prospects don't need any help being convinced that they should do business with your company and buy your products or services, even if:
  • you are new, 
  • you are more expensive, 
  • you have a new technology, 
  • you aren't the market leader, 
  • you don't have the best product, or 
  • you aren't the default choice,
then you won't need to worry about influence, selling or any of their four requirements because people will simply point, click and buy.

Topics: sales culture, Dave Kurlan, harvard business review, new selling strategies, influencing, sale leadership

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Best-Selling Author, Keynote Speaker and Sales Thought Leader,  Dave Kurlan's Understanding the Sales Force Blog earned awards for the Top Sales & Marketing Blog for eleven consecutive years and of the more than 2,000 articles Dave has published, many of the articles have also earned awards.

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