Breaking the Mold: Taking an Original Path to Sales Success – Jeff Kirchick and Carson Heady

If close to 70% of sellers miss goal, why do so many embrace a formulaic comfortable way of mediocrity or failing? Unconventional, probability-based approaches focused on being at the pulse of the customer prevail.

Sales VP and author Jeff Kirchick joins Microsoft‘s #1 social seller and Salesman on Fire author Carson V. Heady to discuss why more sales professionals should be scrappy and resourceful in the pursuit of success.

Salespeople are often presented with prescribed scripts and processes to follow. These tried-and-true methods are designed to increase efficiency and predictability in sales, but they don’t always guarantee success.

Jeff Kirchick echoes this sentiment, reflecting on his early career, where he was left to figure out his own approach due to a company pivot. While this presented challenges, it forced him to find his own way, leading to innovative strategies that set him apart from the crowd. He shares his belief that a strict adherence to a process can hinder creativity and adaptability when faced with unforeseen challenges.

While salespeople can’t control the cards they’re dealt, they can control how they play the hand. This analogy highlights the importance of adaptability and resourcefulness in sales. Rather than sticking rigidly to a script, salespeople should pay attention to their customers, adjust their approach based on feedback, and be willing to take calculated risks.

Both Carson and Jeff emphasize the need for salespeople to be students of human behavior. By observing customers’ actions, listening to their concerns, and anticipating their needs, salespeople can tailor their approach effectively.

Carson points out that leadership plays a significant role in fostering a culture of effective sales training. Instead of merely enforcing a rigid process, leaders should encourage salespeople to find their sales voice, empower them to build relationships, and enable them to create a community around their products or services.

Sales, like a card game, involves uncertainty, and the ability to adjust, innovate, and take calculated risks can lead to higher success rates. In a world where sales statistics indicate room for improvement, adopting a more scrappy and resourceful mindset may be the key to achieving better results and ultimately rewriting the script for sales success.

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