f this is your first time reading one of my Sherpa blogs, SHERPA is a combination of traits that I believe make it easier for people to sell by building trust and developing better relationships. It’s a sort of sales methodology without really being one. It’s more about communication and mindset than the “sell, sell, sell” message you get from other methods.
Most of the traits that form Sherpa will probably make sense without too much explanation: skeptical, helpful, empathetic, practiced, and accepting. But the R stands for Resolute, and that one might not be as obvious.
My favorite definition of resolute is this one: Admirably purposeful, determined, and unwavering. The unwavering is my favorite part.
Let me explain why.
During the first 12 years of my time in sales, I was always trying to be what I thought others needed. I tried to be the funny guy, the “always closing” guy, the guy who knew all the answers.
It was exhausting.
Once I started to learn about myself and discover other ways to sell, something unique started to happen.
I started to gain some ownership of my sales conversations that I didn’t have before. I didn’t have to pretend to be something I wasn’t anymore. I could focus on selling the way I wanted to sell without struggling with the things that held me back in the past.
The big one was that I always felt like other people needed to like me during sales conversations. After seeing numerous salespeople close deals based (from my point of view) only on being popular and bubbly, it was frustrating.
I’m not a bubbly guy. So I tried to compensate by forcing enthusiasm and by being knowledgeable.
Of course, I can be pretty excitable when it comes to things I’m passionate about or have extensively researched. And for people like me (typically C’s on the DISC personality spectrum), we thoroughly explore anything we’re even temporarily interested in.
But you’d be surprised how much energy it takes to strive to be something you’re not.
It took a long time for me to make the shift between compensation and just being myself. For years, I looked at other salespeople with envy. Now, I know what I need to do to sell well, and I’ve found what works for me. I no longer let minor hiccups or perceived flaws beat me down. No matter how crappy my day has been, I can rely on being unwaveringly myself, which will help me push through.
For me, resolute comes from the Stoic idea that each day is worth pushing to the fullest because tomorrow is not promised. Be unwavering in your commitment to making this day the best day possible. There is a lot of overlap between this idea and good selling.
Another phrase in the definition of resolute is admirably purposeful, which means intentional in my mind.
Selling with intention can make an enormous difference, especially since so few salespeople practice it.
First, there’s the intentional focus or motivation you bring into each conversation. Is it to close the deal? Or is it to help the other person?
To be a Sales Sherpa, your motivation should be to help. Putting their needs before your needs helps you build more trust and close more deals than being pushy ever will.
Then there’s the intention you put being your process and day-to-day activities.
When you hop onto your calls, are you taking a moment to review your notes on the client? Do you have any? Are you consistently following your process with each new prospect? Do you have one?
The more prepared you are, the more rewarding each conversation becomes.
Too many salespeople think “they’re fine” and don’t need a process. They go into situations just winging it. But if that’s you, you’re doing both yourself and your prospect a disservice.
Winging it usually means taking their time for granted. Maybe yours too.
These days, pretty much everyone is always busy. Wasting time on a call might mean that you won’t get to talk to them again for weeks, months, maybe never.
Winging it also makes it hard for people to trust you. Because you didn’t prepare for the call, have the resources you needed, or followed a process that helps the conversion run smoothly, it’ll be difficult for your prospects to have any confidence in your abilities or knowledge.
Unflinchingly following your sales process helps you keep all the balls in the air. Not only will you be consistently prepared for your sales conversations, but you’ll also remember to do all of the things you need to do outside of those chats. You’ll never forget to send an invoice again, you won’t miss scheduled meetings, and keeping everything in one place (such as your CRM) will help keep your team and managers on the same page.
Your process will also help ensure that you ask all of the questions you need to qualify your prospects properly. Do they have a budget that works for you? Are there other people you should talk to? How and how often do they want to be able to contact you? Things like that.
Because, lastly, being resolute means being determined to uphold your standards.
If you’ve been selling for a while, especially in the same industry or company, you probably know who your best clients are. Even if you’re new, you can ask the marketing department or anybody else in the company to help you define your target audience.
Yet, even though almost every company has a “client avatar” or something similar, it can be challenging to risk losing a deal by going for the no.
But if you want the most qualified clients, that’s what you have to do.
Likewise, you want to be the best fit for your clients. When there’s client alignment, the connection between the most qualified clients you can deliver the best results for, it’s a special feeling.
Your boss will love you. The fulfillment side will love you. And best of all, the client will love you!
Not that you can expect a perfect fit every time, but the closer you can get, the better.
On the other hand, when you don’t tell unqualified clients, “I don’t think we’re going to be a good fit for each other,” and you close the deal knowing it might turn sour, you’re hurting everybody.
Sure, that’s more money on your commission check. But it’s wasted time on services your company doesn’t perform the way the client expects. You risk negatively affecting the reputation of your workplace if the client leaves a bad review. And if it happens too often, you’ll gain the ire of your coworkers, and the next round of company turnover might include you.
Being resolute in your sales process leads to being unwavering in your qualification process. That leads to the best clients.
It’s really not about being stubborn or inflexible. Of course, you’ll have to accommodate people’s expectations here and there, and you’ll have to shift your process at times. But your confidence in yourself and your abilities will allow you to make those choices on a case-by-case basis, not because you feel like you have to.
Be resolute in yourself. Your prospects will trust you more and appreciate it in many ways. And the ones that don’t probably wouldn’t be a good fit anyway.
What is SHERPA? Read more about it here:
Helpful: Salespeople are Helpers Too
Empathetic: Empathy in Salespeople
Resolute: The Resolute Salesperson
Practiced: Why We All Need a Sales Dojo
Accepting: Learning to be More Accepting in Sales