Success in Sales

What are the key components to success in professional sales? Is it just a matter of hard work, knowing the right people, and never accepting “no” for an answer? Or, is it more about proven processes, becoming known and trusted in your market, and personal commitment?

If you knew the answer to this question, what difference would it make in your business?

We all know that hard work is important, yet we also know that working hard on the wrong stuff makes you nothing more than tired at the end of the day. And while it matters who you know, it matters more who knows you.

We also know that persistence can pay off, especially for longer-term, consultative sales. Otherwise, customers will be influenced to say “yes” to a question for which the true answer is “no” and the chance of creating a loyal customer through that transaction is slim to none.

Hockenberry Management Consultants Talent Management Strategy

3 key components to success in professional sales

First, a professional sale is an on-going process – it has a beginning, followed by several critical steps, and it never ends.

The process begins with the introduction. First impressions count. An old, but certainly not outdated thought is “if they don’t buy you, they won’t be interested in anything else you are selling.” A good introduction allows you to gain favorable attention by establishing rapport.

Genuine interest, demonstrated through a healthy dialog begins to build trust, forming the basis for a new relationship. Trust is essential to the discovery process, i.e., helping the prospect recognize and understand their wants and needs.

Once given permission to do so, it’s time to present the benefits of doing business with you, which is followed by the customer truly saying “yes” and making a commitment to buy your product or service. The sale has occurred, but this is not the end of the process… it is only the beginning of an ongoing professional relationship.

Second, success in sales depends on your ability to identify prospects. Consider a dual approach to this factor – becoming known by people and getting to know people. Effective market communication allows people to learn who you are and what you do. This can be accomplished through advertising, networking, trade shows, etc. Likewise, prospecting may include a combination of activities, such as referrals, strategic alliances, centers of influence, etc.

Whatever methods you use, it is important to have a process for beginning and growing relationships with people who will eventually do business with you because your products or services help them, or their organization, in one of three ways – to gain a benefit, avoid a loss, or solve a problem.

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Finally,and possibly the most important key to success is you! We should regularly ask ourselves the question “is my attitude and behavior consistent with what it takes to produce the results I need and want?” If the answer is “no”, then change so your answer can be “yes”.

You can’t get different results by doing what you always did or by thinking the way you always thought. Sometimes, we really can be our own worst enemy. If this describes you, consider taking steps that will help you make the necessary changes, so you can get the improved results you want and deserve.

For more information or help on this and other topics, contact our team.

Hockenberry Management Consulting Talks About Skilling Up

Why Is Time Management So Challenging?

Have you ever found yourself at the end of a busy day wishing there were just a few more hours left so you could get more stuff done?


Or maybe you’ve experienced that sinking feeling at the end of the day on Friday, staring at a list of unfinished to-do items, wondering how the week flew by so quickly. Rest assured, you are not alone.

Strategy based upon finding from Hockenberry Management Consulting

Time Management


Bookstore shelves and online resources are filled with information meant to help us manage our time better through various techniques, such as organizing our desks, filing paperwork properly, planning meetings with agendas, delegating to others, avoiding interruptions in our day, handling phone calls and emails quickly, using Post-It notes more effectively, etc. Do these techniques help? The honest answer is probably “somewhat… but not enough.”

These techniques aim to help us manage time, but in reality, we cannot manage time at all. The concept of “time management” is actually a misnomer. After all, can any of us change the fact that there are 60 minutes in every hour, and 24 hours in every day, and 7 days in every week?

If we cannot manage time, how can we possibly regain a sense of control in the midst of our busy lives and hectic schedules? As you may have guessed, the solution is to better manage ourselves.

Let’s consider this alternative view by asking three questions.

1. What is your purpose?
2. What are your values?
3. What is your vision?

If we cannot manage time, then we must think about how we can manage ourselves. We can change what we do in any given hour, day, or week. We can decide whether to continue spending (to use up, exhaust, or consume) our time, or whether to begin investing (to make use of for future benefits or advantages) our time.

How To Manage Your Time Better by Hockenberry Management Consulting

What is your purpose?


Do you know your purpose in life? If you knew you had only one year to live, what would you do differently? Why? What is important to you? How would you want to be remembered by your family, friends, and colleagues? Now, imagine that you were guaranteed many more years to live. How would the future be different from your current situation? Everyone has a purpose in life. This purpose, as you perceive it, establishes the foundation from which you think and behave. This perception of your purpose shapes your attitudes and helps to determine your goals. When you have a clear purpose in life, decisions about how you use time become easier to make. Certain things become more important than others. You begin investing time more often, rather than just spending it.

What are your values?

What principles do you use to make decisions in life? Your values are the morals, ethics, and standards that are important to you. They shape your perception of what is right and true, and generally do not change over time. What gives your life meaning? What do you believe? What do you value? Clarifying your values will help you make better decisions and help to reduce stress in your life. Choices about spending and investing time also become easier to make when you have clearly understood values.

What is your vision?

Where will you be and what will you be doing in 1 year… 5 years… 10 years? What will you need to do differently in order to get there? How will you need to change in order to get there? The vision you have for your future also affects the way you think, make decisions and choose to take action (or not) which determines how you use time now.

Clarifying your life’s purpose, affirming your values, and crystallizing your vision will have a significant impact on how you use the minutes that remain in this hour, the hours that remain in this day, the days that remain in this week… not to mention the weeks that remain in this year, and the years that remain in this lifetime.

For more information or help on this and other topics, contact our team.