The best sales conversations are rooted in teachable moments and come from a place of empathy.
The frustrating thing when you are selling anything is that sometimes the person buying doesn’t always work on the same timeline or priority level you want it to be at.
Specificity – the quality of belonging or relating uniquely to a particular subject
I’ve put consistency as the last ingredient on the list because it tends to be the final piece that makes all of the rest work together very well. Nobody, and I mean nobody, has had sustained success in anything they do including sales without being consistent in their approach and work ethic.
If you want to succeed in almost anything and you have to have others involved then having and gaining respect throughout the process should be a high-value focus item for anyone. In life, respect is so critical and as you get into a sales role when you are working directly with your peers and potential clients, it becomes extremely critical.
When you are on time it generally means that you are prepared and organized. If you are prepared and organized then one can assume that you are good at the work you do, thorough, and always follow-up through on expectations.
You must have the ability to push conversations and stay on top of people to be successful because when working with humans there are a lot of commonalities that take place no matter which type of potential clients you are working with.
There is no question that humility has to be one of the characteristics of the best sales professionals. Additionally, one of the sub-categories that are almost certainly in line with people who are humble is confidence. There are certain people that may not be confident in themselves and still be humble, but in sales I’ve found that the ones who are successful in their role often times have a nice balance of humility and confidence.
Sales are like professional dating that if you build enough rapport and trust early on in the conversation you can go well past the intended endpoint. If things are going well, why rush through it. Be thoughtful, be insightful, ask deeper and curious questions, get to the bottom of something you don’t understand.
I want to strip that all away for a moment and focus on the key characteristics that I feel are essential across the board for any sales professional to succeed.
This might be an unpopular opinion but I believe it is very true. Before we thrust sales professionals into a sea of misguided information, I believe there are a lot of things early on that make sales hard for newer folks that don’t have to.
It wasn’t too long ago when everyone was at the same starting line. I don’t care what company you are at or how big your quota
EPISODE 23
Motivational Speaker | Sales Coach | Host, The SDR Chronicles