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Grow your sales garden: 7 expert tips from SPROUT!

Posted by on July 11, 2011

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SPROUTSales has always been a high burnout profession. These days, intense pressure on the shoulders of sales professionals leaves them exhausted, frustrated, and wondering why they ever got into sales in the first place! It also leaves sales organizations with a serious turnover problem.

Using a metaphor they call the Sales Garden, Greg Wright and longtime friend and colleague Alan Vengel collaborated on the critically-acclaimed book, SPROUT! Everything I Need to Know about Sales I Learned from My Garden.

SPROUT! addresses the “big picture” of sales. It is packed with useful tips and practical advice that can be applied immediately to any sales situation.

Now we are sharing 7 expert tips pulled straight from the pages of SPROUT!:

  1. Envision your sales career as a garden—tend it, water it, and enjoy it, and you will reap the fruits of your labor.
  2. Get to know your customers on a deeper level. Be observant. Pay attention. Every customer, like every plant, will need a different approach and way of nurturing.
  3. When you’re with your customer, listen and ask questions 75 percent of the time—that’s a best practice.
  4. Persistance is a constant—you’re seeding and following up, and you’re persistently connecting to build relationships.
  5. Know your customers better than the competition does. Ask for feedback: what’s working, what’s not, what’s next.
  6. Build a reputation as a problem-solver and your customer will value you all the more.
  7. Sales opportunities, like plants, mature at different times. Harvest accordingly. Harvest with the future in mind—after your first sale, always prepare for the next one.