Great salespeople have an uncanny way of collecting information and creating their own styles. I call it the CDC process to selling: collect, discard and create.
Collect. I'm a big believer in constant learning - not just from books, but from the day to day application of the selling process. It's amazing how many new skills and strategies you can pick up when watching other successful sales people do their thing.
Discard. Discard what is not useful. Sometimes knowing what to let go of is the best knowledge we can have. As Lao Zi said in Tao Te Ching, "To attain knowledge, add things every day; to attain wisdom, remove things every day." Not everything or everyone you learn from will help you hone your style of selling, so take what's useful and discard the rest.
Create. Strive to create your own unique style of selling based on the knowledge you've gathered and what works for you. It's what will differentiate you from everybody else and help you stand out from the competition.
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