When I started my first proper sales job, I worked for two brothers who I thought were natural born sales people. They looked like what I thought sales people looked like, they dressed like sales people and drove top of the range cars. As a young 19 year old, they were everything I thought sales was. How wrong was I.
They inducted us into the company with a 6 week sales programme they co-wrote. This covered all the basics and some advanced areas of the sales process. We had theory, role plays, practice calls, we shadowed on real appointments and we had written tests at the end of every week. Looking back on this, it was impressive stuff but I had little to compare it against at the time. I built an impressive folder of sales material during that time.
I soon began to realise that the reason they seemed like natural sales people was because they were so well versed in their craft it came naturally to them. The best professionals in any field make their skill set look natural because they practice and develop their skills. They always had a book they were reading or listening to. They had tapes of courses on selling and were often meeting other sales professionals to swop ideas and learn more. They kept journals and notes on what worked. Crucially, they also loved sales. They loved the thrill of a good sale and couldn’t abide a dodgy sale.
Sales was an honest profession and done right it was a wonderful thing. Selling was a long term approach. I soon began to see and meet plenty of what I term ‘a sales person’. This is someone who is only interested in making a sale to gain commission. They’ll sell anyone anything, as long as it makes them a pound or two. They are in the churn and burn game. Sell quick and move on to the next mark. They learn the skill or script that makes them convert a high pressure sale and have no real care or concern about the customer.
The difference between a sales person and a sales professional is the attitude, training, values, and a love of serving customers over the long term.
The difference between a sales person and a sales professional is the attitude, training, values, and a love of serving customers over the long term. A sales person is the reason why sales has a negative image in many people’s eyes, as they know someone who has been ripped off and left high and dry by unscrupulous sales tactics. So when it comes to sales - aim to be a sales professional in order to serve your customers in the best way possible.
Start with an assessment of your sales skills, sales knowledge and how you can develop these to ensure that you are recognised for your skills. Sales is made easier and more natural as you develop the right skills. There are so many great books, podcasts, courses and webinars nowadays on sales. There’s still some awful ones as well, but thankfully customer reviews and common sense will normally steer you in the right direction.
Your sales skills will help in all areas of life so get practicing. The best sales skills don’t stand for much if you don’t believe in the product or service you’re involved with . Find a product or service you love and aim to be a sales professional and you’ll have a great time working.
Know+Do run several sales courses to help people fall in love with sales done right. If you’d like to have a chat get in touch via andrew@knowanddo.com or fill in the form below. In the meantime, happy selling.
