Are You a Natural Sales Person?
How many of us don’t regard ourselves as a good
sales person? Probably more than half of us. Yet as business
owners or senior directors/partners, our business’s
success usually depends on it. For those who haven’t
risen through the ranks via a sales career, the prospect
of selling can be daunting, particularly if our background
is more of a technical one.
There can be a danger that we avoid selling and employ
others to do our selling for us. Here, I am not advocating
having no sales department or structure, simply not removing
yourself from sales. Finding outstanding sales people
is difficult and, with long lead times to win business,
it can often take an extended period of time to know
if you have a problem or not.
For those of you who think you’re not a sales
person, I want to encourage you to think again. “But
I’m not a natural, I don’t have the right
personality, I haven’t been trained” you
say. The latter is easily addressed, as there are plenty
of good sales training organisations – if anyone
would like some recommendations, please send me an e-mail.
For those of us who don’t think we have the right
personality to sell, take a moment to think about all
the bad sales people who have tried selling to you in
the past. Oozing with confidence and having the gift
of the gab? Maybe. But, probably also a combination of
too pushy, too smooth, too arrogant or a little “wide”.
Now aren’t you glad you don’t have the “right” personality?
One of the most important skills you need to be good
at sales is good listening skills and then to come across
as honest and dependable – not difficult if you
are! It has been said that sales is the transfer of enthusiasm
from one person to another – if it’s your
business you should have that in abundance.
Celebrate the fact that you’re not a typical sales
person and commit to being an outstanding sales person.
I shall leave this subject for now with a short extract
from, “The Greatest Salesman in the World”,
by Og Mandino.
“None can duplicate my brush strokes, none can
make my chisel marks, none can duplicate my handwriting,
none can produce my child and in truth none has the
ability to sell exactly as I.
Henceforth I will capitalise on this difference,
for it is an asset to be promoted to the fullest.
Vain attempts to imitate others no longer will I
make. Instead will I place my uniqueness on display
in the market place. I will proclaim it, yea, I will
sell it. I will begin to accent my differences, hide
my similarities. So too will I apply this principle
to the goods I sell. Salesman and goods, different
from all others and proud of the difference.”
If you would like to transform your business, then please tell me a little bit about
you and your business by completing this brief questionnaire. My assistant
will then telephone you to arrange a convenient time for an exploratory consultation call, to see
whether we would like to work together.