Intent vs Technique

Excerpted from “Be Bold and Win the Sale” By Jeff Shore

Why do top sales performers do what they do? Why do they eagerly pursue business that other neglect? Why do they pour so much into their client relationships? Why and how do they move forward when others stop? There has to be an underlying purpose behind the actions of success.

We all know that having the right intention—the correct purpose—drives us toward success. We also know that proper technique is critical to accomplishing that purpose and intention. Here is the question: Which do you think is more important, intention or technique? I unequivocally believe that intention is the key. Our driving purpose—our intent—is the foundation for success in sales. If your intention is flawed, the best technique in the world will not save you.

I am an intent guy all the way. I intend to get a sale, and so I do. I intend to eat a sandwich; my actions follow suit. I intend to sit around until noon in my boxers on my day off, watching Jeopardy! and…

Show me someone with a flawed intent and I’ll show you someone with an inappropriate technique. Show me a sales person who is not crystal clear on the purpose, the vision, and the goal, and I’ll show you a salesperson who is falling short of their potential.

Here is an example of flawed intent leading to poor technique. Suppose I intend to ask for the sale, but I am leery about being perceived as “pushy.” So instead, I choose to simply build the relationship, hoping that I can eventually ask for the sale. Meanwhile, a competitor employs a different strategy. She builds enough of a bond with the prospect during the first visit to ask for a commitment in that initial conversation. In each case, it was the salesperson’s intention that dictated the technique that was used. You can probably guess which salesperson had the greater chance of getting the sale.

Think of it this way: intention and purpose act as a road map to our accomplishments. Technique is the vehicle that gets us there. Technique is important, but intent changes the world.

If you change your mindset, you will change your world. Equip yourself with timely, powerful tools to conquer your inner discomfort, win more sales and create amazing results for your customers and yourself: sign up for my weekly, FREE, instructional/motivational videos at jeffshore.com.

About the Author:

Jeff Shore is a highly sought-after sales expert, speaker, author and executive coach whose innovative BE BOLD methodology teaches you how to change your mindset and change your world. His latest book, “Be Bold and Win the Sale: Get Out of Your Comfort Zone and Boost Your Performance,” (McGraw-Hill) was published in January, 2014. Learn more at jeffshore.com and follow Jeff on Twitter and ‘like’ his page on Facebook.