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Selling is an Art
By Todd Cohen
Selling is an Art. It is a complex, challenging, and for many, a very rewarding profession. Like an artist, becoming an accomplished sales professional takes time and experience. It is no different from any other profession. Yes, I am essentially saying that we are artists in our own right. Art takes many forms. I find artistic the ability and confidences to make that cold call and do it well. It takes skill and experience to make a complex sale happen. It is an amazing talent to understand how to weave together all of the parts and moving pieces of a sale. It is art to understand the challenging nature of understanding all of the people involved in a sale who are required to be in agreement or “on the same page” to make deals happen. A professional salesperson is practicing an art that is part skill, talent and a bit of luck as well. Your canvass in your sales opportunity. Your paint is the solution.
I am passionate on this point. Successful respected sales professionals have achieved a high level of professional achievement. To this point, there are a number of universities now offering degrees in sales and some offering advanced degrees as well. We have arrived.
When I am working with people in different professions, I always have enjoyed observing the mastery and skill that they bring to their jobs. A great architect designing a new building or an engineer solving a tough problem is impressive to me. I have realized over time that we are bringing the same level of skill and mastery to our jobs. We provide a valuable service to people with problems and challenges that need solved. In many cases, we earn respect for being the ones who make things happen. Earlier in my career when I was building my style and developing the confidence that carries me to this day, I thought that we, as sales professionals, were somehow not as skilled as the “other” professionals that I dealt with. Time and many great experiences have thankfully disproved that faulty theory and have shown me that great selling is true art.
There are different kinds of artists. Similarly their are different kinds of sales professionals. Some are great tacticians. Some are best at complex selling. Many are great at selling the intangible. The beauty of sales is that we find our own style and voice over time. We become experts in our selling style. A pediatrician is no less valuable then a neurosurgeon. One type of sale person is no less valuable then another. I believe the differentiator in how you are perceived in the eyes of your clients and the population in general is the respect that you earn. Practicing your art with high integrity and honesty gets you the merit and respect you deserve and by extension us as a community of sales professionals. Treat your profession with respect and care and others will as well.
Keep practicing your art. Get better and more skilled and proficient every day. Never miss a chance to learn from someone better than you and never forget to give back to newer sales people. The dividends are lifelong.
As always, tell me what you think.
Good Selling!
-Todd
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Todd Cohen recently presented to a group of Omnicare Clinical Research leaders on the topic of building a sales culture. Todd's thorough preparation for the meeting and his presentation were spot on to what we needed to energize our leaders about 'selling' our services, no matter what their role.
Todd's desire to understand his audience, his knowledge of the subject matter and his enthusiasm really showed. Meeting participants left the meeting referencing many of his points, and we continue to refer back to his advice in subsequent meetings and interactions. He really made an impact. I would highly recommend Todd as a presenter on this topic.
Mary Vila VP-Human Resources, Omnicare CRO -
Todd Cohen's program is WAY more than sales training! Todd instills a mindset and skill set that are far more powerful, meaningful, and lasting. His expertise - building sales culture - is about showing sales leaders at companies of all sizes how to multiply their sales effectiveness by harnessing the power of the entire organization and ALL its stakeholders in the pursuit of closing sales. Bigger sales. Better sales. More sales. THAT is the result of implementing Todd's strategies.
David Newman Marketing Speaker and President, Do It! Marketing -
Todd is the ultimate catalyst to grow a positive, highly-motivated sales culture within any organization. He's the perfect coach to build or strengthen teams. As a marketing professional, working with Todd was insightful!
Sue Watts Product Marketing, Shunra Software LLC -
Outstanding...very powerful! You came across well spoken, experienced, confident and most of all I felt like I wanted to hear more. I had no idea you were such a great inspirational public speaker with such a powerful message to deliver.
Russell Heid Manager, Deloitte and Touche, LLP -
I just read your whitepaper and found it to be the ABC's of successful selling. It applies to any selling and is an excellent paper! I will recommend it to my sales team for reading.
Mike McCann #1 Prudential Realtor in the USA -
Todd is as passionate about helping others as he is about selling. I would certainly recommend him for assistance in motivating others to achieve a sales objective, whether selling the value of a non-profit, any product or a service.
Craig Stabler Soliant Consulting -
Todd...is passionate about helping organizations build a "sales culture" that understands customer needs and develops an out of the box approach to the sales process.
Dr. Jean Wilcox, PhD Professor of Marketing, Temple University -
Todd is the consummate professional - his presentations are effective, to the point and entertaining. His demeanor is one of confidence that reflects years of experience and successful outcomes. He's also a terrific guy to work with.
Jerry Wolfe Partner, Nenko Advisors International -
Todd has an unusual combination of sales talents - he can sell (intangibles to the C-level? no problem here!), build and manage a sales department and train for success. Impeccable execution and classy style!
Dr. Janice Presser CEO, The Gabriel Institute -
I have worked with Todd and SalesLeader in connection with helping me to expand my client base. Todd readily wraps his mind around concepts and then uses that understanding to help you achieve your goals in an ethical manner.
Todd Ewan, Esq. Partner, Fisher and Phillips -
In a relatively short time, Todd has provided substantial value as both a sales leader and a personal coach. As a sales leader, he has proven abilities to bring a sales orientation to a technology startup business. As a personal coach, Todd constantly pushes to ensure that this entrepreneur stays focused on the things that will bring the company growth and results.
Chuck Sacco CEO, PhindMe -
I have known Todd for a long time and witnessed the results of his hard work, knowledge, and enthusiasm as a sales person, sales manager, and entrepreneur. Todd is results driven and is able to leverage his experience, knowledge, and professionalism to create, mentor, and manage winning sales teams. What is impressive about Todd is his ability to communicate to individuals and groups. I highly recommend Todd to anyone interested in improving their sales organization.
Reynold Guida Director of Product Development, Thomson Scientific -
Your seminar was quite an eye opener for me...Speaking for the Finance folk majority, your tips are invaluable.
George Daulerio Senior Finance Professional -
Todd is a sales visionary, a champion with a drive to connect with his customer and drive the performance of his sales team.
Oliver Picher Executive Marketing Consultant -
Just read your paper, it was great! Keep the wonderful info coming....Your work has helped me tremendously already! .... I have you to thank for that...
Chad Holland Independent Insurance Agent, AFLAC -
... your enthusiasm and passion for sales, marketing and networking is contagious!.....
Michael Hughes Executive Level Banking Executive and Adjunct Professor -
Todd, thank you for creating a wonderful resource for information to support professional services sales.
Mary Newman Search Consultant -
Todd succeeded in bridging the gap between a Silicon Valley start-up and an old-line 'white-shoe' firm, having the patience to lead us through a long sales cycle, building first a foundation of trust, before diving into features. He was always a welcome sight in the office. We found him to be consistently creative, personable and with the highest integrity.
Marco Parillo Senior Manager, IBM -
Todd Cohen is an extremely focused, hard working and intelligent sales manager.... He is a tireless sales asset and takes great pride in building successful, revenue producing sales organizations.
Jim Riely Owner, Brownstone Group -
Todd this is a very helpful site that really illustrates your strengths in Solution Sales.... I hope the industry will take advantage of your insight.
Jonathan Grant LexisNexis
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