It astonishes me just how much purported sales gurus can needlessly complicate the selling process.

Read their suggestions and you?ll get lost in checklists and bullet points and feel you?re stuck in a swamp of cerebration.

They make most salespeople reel with confusion, because NO SALESPERSON CAN KEEP ALL OF THESE SILLY POINTS IN MIND WHEN HE?S DEALING WITH PROSPECTS IN THE HERE-AND-NOW.

Selling is not just mental. It isn?t simply a Left-Brain, linear process.

It?s emotional, and that engages the Right-Brain.

And ultimately, it?s behavioral, and this is beyond left and right hemispheres. It is in a zone that Zen types call, ?No-Brain.?

Let?s say you?re in a batting cage hitting balls that are being hurled at you at 90 miles per hour, and there are about three seconds between pitches.

If you ?foul off? a ball or two, you can make some quick adjustments in your stance or grip, but that?s about it.

WHOOSH! The next pitch is hurling toward you, and no throwing machine is perfect so you have to stay on your toes; otherwise you might get beaned.

In the real world of selling, participants aren?t cautiously calculating what to do next, each and every moment of a conversation. If they were, they?d seem artificial, stiff, and strategic to prospects, and that would arouse mistrust.

Moreover, it would make selling too stressful and uncomfortable for all involved.

Like pro athletes, sellers can have a playbook, a game plan, and that sort of thing, but they have to leave room for adjustments, for improvisation.

They have to appreciate that all of the chalk-talk lectures and videos that came before are somewhat helpful, but those tools aren?t going to win ball games.

Best-selling author of 12 books and more than 800 articles, Dr. Gary S. Goodman is considered a foremost expert in telephone effectiveness, customer service, and sales development. A top-rated speaker, seminar leader, and consultant, his clients extend across the organizational spectrum, from the Fortune 1000 to small businesses. He can be reached at: gary@customersatisfaction.com.

Dr. Gary S. Goodman - EzineArticles Expert Author

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