Keeping it Simple

In the new book Steve Jobs, author Walter Isaacson describes Jobs’ thought process in deciding on the name Apple for his new computer company. His choice was inspired by his association with his newest fruitarian diet and a visit to an apple farm. The concept of an apple farm sounded “fun, spirited and not intimidating,” as Isaacson quotes Jobs, adding too that “Apple took the edge off the word computer.”

I tried hard in my approach to the sales process to keep it simple but not simplistic. That’s why I created a sales model where the tasks that a salesperson has to perform are visually linked to common professions that represent those tasks.

For example, one of the most important tasks for a sales professional is to diagnose customer needs, which means they have to act like a Doctor.

They also have to design a solution around those needs, just like an Architect designs a building.

Linking the job of a salesperson to a series of common professions creates an easy to remember and easy to apply sales process.

In this complex world of ours packed with sales data, sales tools, and sales intelligence how can salespeople effectively process all this information? Having simple visual metaphors such the apple and asking questions of customers just as a doctor might talk to patients is not a negative right? I sure hope simple hasn’t become a dirty word.

Kevin Davis

Kevin F. Davis is the author of The Sales Manager’s Guide to Greatness”, which was named the 2018 Axiom Business Book Award Winner, Silver Medal. Kevin is also the author of Slow Down, Sell Faster!”.