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Been there, done that in my sales career.
Not only have I been hopelessly 'lost' when it came to trying to find the meeting early on selling copiers in Washington D.C., but, at different points in my career as a salesperson.
I have enjoyed a number of articles and posts lately using a GPS theme and have been struck by how that particular technology can be a godsend and a curse. I use my iPhone's GPs feature regularly and love being able to 'tune out' the process of making sure I get to my destination and focus on other details.
Here is the problem: What if the satellite signal isn't working or the phone is out of battery? You are screwed...if you don't know how to read a map and have one available. Additionally, if you are without a compass in a more rural area...you could be in serious danger. There is a big difference between possessing a skill (orienteering) and using a tool (GPS or compass).
Like many Veterans, I learned (really learned) how to read a map and use a compass in the military. I was fortunate to be assigned to a special operations unit as a recruit fresh out of Airborne training and was taught land navigation/orienteering by U.S. Special Forces personnel. I will never, ever, forget how to get from one point to another, but, without tools (map and compass) my abilities will be severely compromised.
Back to Sales and Business: If you don't know how to plan out your route and rely solely on other people's directions (GPS) you will be taking (in my opinion) a unhealthy amount of risk for the future of your career (and life).
The beauty of having the skill of planning a route, selecting the 'streets' you will travel on, is this: if the GPS stops working, you will have your map with you and be able to adjust successfully to change.
This happens in navigation (land) when you encounter an obstacle you didn't anticipate fully when planning your route (or when a change occurs). An example for me was when I discovered that there was a literal swamp on my route and I wasn't going to be able to bull my way through it. I had to pull my map out and plan a detour around.
Apply this to sales prospecting, discovery meetings, price negotiations, overcoming objections, asking for referrals (a personal favorite) and developing Strategic Alliances. I know you have encountered obstacles in those meetings/discussions and have had to 'navigate' your way around them.
Related: If You Love Referrals You Will Absolutely Love Social Selling
I am continually asked what is the number one thing I look for in a Referral Partner. After explaining that the 'willingness' to refer must already be there I state this: My Referral Partners must be continual, almost obsessive, students of Sales as a skill.
I find that the salespeople that read at least one book per month on a subject that will improve their sales skills, attend webinars, workshops and courses...are the one's that can adjust to change in the sales process and in their career overall. If you are on 'auto pilot' (using a GPS) in your sales career and in your sales meeting...you lack the ability to overcome adversity and are, inherently, a risk to me and my referrals.
Want to learn how to 'navigate' your sales career and the many twists and turns that route will present? Read some books, follow good people on social media , find a mentor and, perhaps, hire a coach that can read a map and compass (for real). Please feel free to reach out to me and ask about the books (maps) I can vouch for and I will respond. If enough people ask I will write an article about it.