What is selling?
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One way to make the paramount and ultimate focus stand out clearly could be by asking: What is the purpose of selling? Why are we doing what we do? The purpose of selling and the heart of the matter in one word is COMMITMENT. To be precise; reaching a mutually desired and binding commitment.
Thus, sales training should, if done well, ultimately only focus on how this objective can be achieved. Usually I'm quite flexible when it comes to discussing whatever there is to learn, but in this area I'm confident and fixed. Sales models, strategies, skills and all else - at the end of the day - are only tools and procedures to help build the commitment. (Notice I did not say "get the commitment". A commitment is an experience, a feeling, a determination and a risk that we share.)
That's why it's so important to understand that the most solid commitments are "mutual and emotional". The only path to such commitments is through shared feelings. Shared feelings are an exchange of energy. Here's yet another reason why the realization of how influence is energy is so crucial!
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