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Is A Smart B2B Salesperson Like A Smart Trial Lawyer?

Recently, a colleague of mine sent me a link to a blog post that I found quite intriguing. You may too. The concept behind the post is that the strongest B2B salespeople treat sales presentations like the most successful trial lawyers treat a trial.

At first, I was skeptical and didn’t really see how this concept made any sense; however, as I read the post, it started to come together for me. The basis of the post was that salespeople – much like good trial lawyers – must take the complex facts (in the case of salespeople, features and benefits) and make them simple for their audience.

One of the most compelling quotes from the post that ties into this assertion says, “Despite all the high-level sales training being jammed into our heads, we’d still have to learn to translate complex features and benefits into a simple language that everyone could understand.”

This hits home and rings perfectly with our philosophy: street-smart, simple and usable sales training doesn’t need to be high-level theory and complex models. It needs to be easily implementable! There are many out there that believe that the more complex a sales process methodology, the better. My position is that if it’s too complex, it’s not going to be used!

Don’t get me wrong…this post isn’t meant to “plug” our IMPACT Selling methodology. Instead, it’s designed to get you thinking about where you stand regarding complex vs. simple sales processes. You make the call based on your beliefs. However, before you do, check out the blog post:

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