Sales/Marketing
How to Sell More: Back to Basics
By Kevin Stirtz
Sep 23, 2007 - 5:16:26 AM

No matter how long you've been selling or what you sell, there are always benefits in returning to the basics once in awhile.

Blocking & Tackling

When I was in my twenties I had a sales manager who was fond of sports analogies. He was constantly going on about home runs and strike outs and moving the ball down the field.

One thing he said has stuck with me. He loved to say "Kevin, if you want to be good at sales, remember it's all about blocking and tackling!"

In sales, "blocking and tackling" is these three activities:

1. Connecting with people
2. Asking questions
3. Getting commitment

If you don't do these things you will not develop the relationships needed to make sales. You won't discover how you can be of service to anyone. And you'll never close the deal. It's that simple. Blocking and tackling.

Show Up Every Day

One of my coaches always told me, you have to show up every day. You don't get results by showing up once or twice, here and there, now and again. I think what he was saying can be put into this formula:

Time x Activity = Results

The longer I live, the more I see this formula work. It's simple yet powerful.

Be of Service to Others

The essence of professional selling is to help others improve their situation by using your product or service. Successful salespeople are very good at helping others accomplish what they want to accomplish.They help people meet their goals and pursue their dreams.

So it makes sense that if you really want to be good at selling, you should be good at serving others. Finding ways to help other people get what they want should be second nature to you.


Kevin Stirtz is The "Smart Marketing Guy". He helps people get more customers without spending a fortune. Get a free copy of his book MARKETING FOR SMART PEOPLE at StirtzGroup.com

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