Susan Ershler and John Waechter are among the elite group of mountain climbers who have conquered the Seven Summits – the tallest mountains on each of the seven continents. Both Ershler and Waechter have held senior sales and management positions at Fortune 500 companies. In their new book, “Conquering the Seven Summits of Sales,” (Harper Business, 2015), the authors use stories of harrowing climbs to impart lessons of how preparation and perseverance can lead to peak performance in the business world.
“On the mountain, a skilled guide can spell the difference between life and death. In the field, you can make a similar impact on your client and his business by learning to think like a guide, not like a salesperson,” they say.
To do this, you must cultivate the skills and expertise required to earn your client’s trust and convince them to “clip into your rope.” In sales, a guide is a wise and trusted teacher who brings deep experience and business insights to the client’s needs and organizational challenges.
On the mountain, guides are masters of planning and preparation. The same is true in sales. Map out all of your questions well in advance of a meeting. When you do meet with clients, encourage them to speak openly about their challenges, needs and concerns.
