Vedran Sorić

I often notice that sales are seen as a big, scary monster that “must” be defeated. Therefore, selling often seems like a job that no one wants to do – except maybe the occasional masochist.

On top of all that, books have been written about sales in just that way – intimidating and impregnable. Some of the most popular programs for trainers/coaches/mentors are based on sales, but despite all the help and support, sales is still the biggest problem for most trainers...and I’m wondering why?

The conclusion I’ve been getting is that most sales training and
programs focus on techniques – which is ok, techniques are great, especially when you’re a beginner- they give you a form you can/must follow.

However, techniques can quickly become outdated. They quickly
become stale, chewed up, boring and predictable. The worst thing is when sales techniques are incompatible with your values – and then what...? Should we continue to use them at all costs?

Sharing some of the best tools and techniques for the future sales manager positions

I base all of this on a critical premise, which is that I believe that selling is not situational – contrary to the beliefs of most unsuccessful salespeople.

Likewise, I believe that sales are not crucially dependent
on the market, the company we work for and/or the competition.

Sales primarily depend on the seller, that is, the person, that is, the right person for that job, the culture, and ultimately for that, sometimes specific, customer.