Have you ever come across that one great salesperson?

You know the one.

They have great energy, they hit every target, they create great deals, and they just make sales look easy. Yes, I am sure I am describing someone you have on your team or someone you may have worked with in the past; and no, I don’t mean the cheeky, brash one either!

So what is their secret?

Hold that thought – I want to come back to this.

Systems & Processes – What We Know

I know that there are several well-known and easy to recognise sales processes and systems around. Maybe you have been trained in some of these methods yourself, or heard other people talk about them – SPIN, Challenger, Sandler, Miller Heiman to name but a few.

All have positioned themselves as being great in certain selling situations from complex sales to basic formulas to take a customer through the buyer’s journey. Interestingly, most of them were created in the 1960s, 1970s and 1980s with The Challenger Sales process being launched a bit more recently.

It’s incredible that these processes are still in use and talked about today, yet the world was so very different when they were launched – even the Challenger model is 8 years old now. A lot has happened!

Transactional selling – The future landscape

You may think I’m about to launch into why none of these methods work and why you shouldn’t use them, however, I hope you will think that what I am going to share next is rather more interesting than that!

You see, businesses need systems, frameworks, processes, and order – or whatever words you prefer to use. Without any of these in place, we can get lost, be less productive, make mistakes, and when making strategy, we won’t be truly working in alignment if we don’t have this order in place.

Every business should be consistently delivering the same message throughout every element of their business, especially their people.

Most businesses will have chosen a sales process they like and then stick to it. For me, this is the transactional element of sales and the bit that is trusted, hopefully, brings results and is constant in the selling journey. 

But what if…

You could get better results than you currently achieve
You could add a powerful element that will help you stand out from the crowd
You could still have all your systems, frameworks, and processes, but be unique and exceptional

All of the above would mean improvement not only in your revenue but also in your brand positioning, your customer experience and your reputation.

Are you feeling excited yet?

I hope so, because what I am about to tell you has the potential to change the future landscape of sales.

The missing link

Having over 30 plus years of sales experience and training (some of which included the methods mentioned above), I always felt that there was an element missing.

When I created ‘Live it Love it Sell it’ I discovered exactly what that missing link was because I traced back what I had done during all of these years to hit every target, and overachieve consistently in sales. Regardless of the training I had received.

The missing link was ‘ME’ – yep! Uniquely me. I naturally created great conversations, used emotional intelligence and built strong relationships. There were systems and processes in place, but it was never the overriding factor in my successful sales deals – the emotional connection was intuitive and came easily to me.

For some people, this won’t feel so easy at first, but this ‘missing link’ can be taught to anyone and is an integral part of my training so that teams learn to understand how to weave ‘emotional magic’ into their transactional processes.

You see, every one of us have these innate skills, they just need re-igniting, and when the awareness is created around our natural abilities, we then become unique salespeople who are consistent to our business brand.

How truly wonderful is that? 

This is special and should be taken seriously by your business because the sales landscape is getting even more exciting than ever before. For example, as we move into the future, we are seeing incredible developments around AI. These advances may feel scary but realistically will shake up the existing transactional frameworks. With emotional education added to the mix, plus the insights that AI give us, for the next 5-10 years at least, businesses who combine all three will have a massive advantage.

The emotional glue™

Live it Love it Sell it is the ‘emotional glue’™ that brings everything together for your sales force. I work with you to weave the magic of human connection into the sales process you already have. I honestly believe this is the best work I’ve ever done and is a game-changer.

Don’t be left behind just sticking to what you think are ‘safe’ transactional processes that you’ve trusted up to now – understand that it’s the ‘emotional glue’™ that will actually become your real future USP – because your USP is your people – they are unique and special.

In fact, we have already moved from USP (coined in the 1940s to determine how you are different from the competition) to UVP – Unique Value Proposition. Today we can strive to have a UHP – Unique Human Proposition™, and that’s what I will create with you in your business through Live it Love it Sell it.

So I’d like to leave you with this – let’s go back to the question that I asked at the very beginning of this article.

Have you ever come across that one great salesperson?

They have great energy, they hit every target, they create great deals, and they just make sales look easy.

So what is their secret?

They understand the ‘emotional glue’™ that brings everything together, and that is what makes them unique.

My corporate sales program allows me to work within your business as part of your business for at least 6 months because it’s the only way to Live it Love it and Sell it.  If you want to be part of the exciting future sales landscape, we are now on the verge of entering, then let’s have a human conversation, or as I like to say a good chat over a ‘virtual cuppa’!

Here’s to putting HUMANITY back into selling!

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© 2019 – Jules White Live it Love it Sellit


  • Jules White

    Award winning International sales humanist | Author | TEDx Speaker | Dragon Slayer | Podcast Host

    Live it Love it Sell it

    My best selling book 'Live it Love it Sell it' is available on Amazon; paperback, kindle, and audible. If you want a signed copy you can order it on my website www.liveitloveitsellit.co.uk/product/book

    Life skills are sales skills. I learned this from a very special person, and it was also this that helped me win investment from Peter Jones in the Dragons’ Den.

    Let me explain. I grew up in a retail environment; my Dad ran the local newsagent and so from a young age I watched him serve his customers. He knew everyone's names, and what they all bought; he told the very best stories and he grew the business year on year.

 Why? Because his customers talked about him and how great the experience was to go into the shop. Ultimately, everyone knew who he was - he was trusted and he served the customer beautifully. It was always about the customer. Here is where I fell in love with sales. What I learnt from my Dad during my childhood became second nature, being authentic in my dealing with others was all I knew. Today not only have I had 30 years of my own experience in business and in sales, I also won investment from Peter Jones in the Dragons’ Den. This is where I really mastered 'the pitch' just as my Dad had taught me, and it worked. People buy people and people buy from people they trust. In order to fall in love with selling it has to feel like a human conversation and the most natural thing in the world is to sell from a place of integrity and from the heart. As an entrepreneur you may have fears around selling, or just feel it's a dirty word and actually sales feels icky, yucky and generally unpleasant. This may be because at some point you had a bad experience of selling, or just your own self belief may be holding you back.

Strike a chord ? My mission is to help everyone fall in love with sales. My Live it, Love it, Sell it methodology takes you on a unique sales road trip. Live it - Mindset - Are you fit to travel on this sales journey? Love it - The whys - Planning your route and here you will start to fall in love with sales Sell it - Your journey and reaching the destination - THE SALE Let's start your journey ! Putting HUMANITY back into selling.