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Choices and Outcomes Podcast: What makes a great sales person?

Quote:

“Nothing happens in business until someone sells something” ~Thomas Watson

Lesson:

In this weeks episode we chat about what makes a great sales person. Are the best sales people born? Or are they trained? We think both. There are some awesome natural sales people in the world, however long term the trained sales person will create more success and more consistency. Building a strong sales training, and practicing will allow you or your sales team to create exceptional results.

How to become a great sales person?

Change your mind set about sales

The perception of sales people are skewed by the the bad eggs. Everyone sells everyday, even if it is just an idea. We sell ourselves, our partners, our kids, and our colleagues on our ideas everyday. Some of us are better than others, but with practice we can all be great.

Train to be a consultative sales person

Tricks, and scams are not sales. This style of sales is a con, not what real business to to sell their products or services. Moving from telling to asking is the key transformation sales people need to make to because a consultative sales person. What does this mean? You have to ask questions to understand your prospective buyer. When you find their pain, and if your product will solve their problem you will make a sale. What does this mean? SPEND MORE TIME ASKING QUESTIONS and seeking to understand.

Practice Practice Practice

We have used this mantra in the past in several episode. Practice makes perfect and that is no different. If you build a solid process, and practice each part of the process, you and your team will benefit greatly.

Practice being conversational, practice your professional stories, and practice asking for business. It will make it easier when you are in a real sales environment.

We know role playing is not very fun, but it works, and it will improve your skills.

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