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Secrets to Success Deborah Cole Micek |
Selling in the
21st centuryAre you a natural sales person or does selling take concentrated effort? Whether you're a sales professional or a business owner who sells, you'll appreciate the challenge one of my clients recently shared with me.
Sandi started working with me to assist in accelerating her transition from an unenjoyable, dead-end job to a career she can really be passionate about. She loves people, has an excellent listening style and wants to get into professional sales. But Sandi has a common challenge. Here's how she put it.
"I graduated from college with a degree in business administration, yet I was never trained in sales. Who's going to call me for an interview if I don't have training or extensive experience in the sales field I'm pursuing?" Sandi asked.
Sales education is often the role of the business or company doing the hiring. But all too often the bulk of "training" salespeople receive simply includes information about the company, its products or services, and a few strategies or scripts on the company sales system. Rarely is there much talk about the motivation or the psychological aspects of selling -- the most critical components in the success of a top producer in any industry. Is it any wonder why we have so many frustrated sales representatives struggling to make ends meet?
A matter of choice
If you are going to excel in sales, you must know that your job exists to help other people do their jobs better, make their days more enjoyable or enjoy their lives more fully. This attitude is easier to attain when you look at the traits most successful salespeople share.Top sales performers:
>> Are confident about their own sales ability.Coaching Corner: How many books, tapes, CDs, seminars or teleclasses focused on building your sales and communication skills do you learn from every month? Do you use your car as a "university on wheels," listening to educational tapes/CDs? Or are you relying on sales methods that worked a century ago?>> Believe in their company's product or service.
>> Are expert communicators (They ask questions about the needs of their clients and LISTEN before they even think about asking for the sale.)
>> Know that it's not a "numbers game," rather it's a relationship game.
>> Know the goal of every sales encounter is not "closing" the sale; the goal is to guide the other person to the next step and ensure it's the right fit.
>> Take pride in being a sales professional (they truly believe they fill one of the most valuable roles for serving the needs of people.)
>> Are committed to continuously learning and increasing their sales skills by reading, taking teleclasses and role-playing with their coach/supervisor/ team members.
Don't rely on the same old sales training to get you by. The business climate has changed radically and will continue to change. In today's technology focused world, effective communication and relationship building are paramount for your success. Step up to 21st century learning and get engaged in the most advanced telecourses, workshops and audio books you can find.
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John-Paul Micek is a small-business strategist
and chief operating officer at RPM Success Group.
Reach him at JPM@RPMsuccess.com
or toll-free at (888) 334-8151.
Deborah Cole Micek, chief executive officer
of RPM Success Group, is a business success coach
and life strategist. Reach her at DCM@RPMsuccess.com
or (888) 334-8151.
