The Sales Professionals Blog

Are you a natural born seller?

This is a question we get asked a lot, are sales experts born or made? And what makes a good sales person? So let’s look at the three main qualities that any natural born seller will have in his or her armoury:

Effort

In today’s society “effort” is often a word we brush to one side. We are constantly bombarded with adverts which claim to show us how we can lose weight with zero effort, and how we can get rich in just 3 minutes.

In the real world, and the world of the seller, there is one road and one road only to success in any field: Effort.

There are no secret shortcuts, success in selling will come from the extra effort you are willing to put in, and the work ethic you use. If you combine sustained effort over sustained time then you will be on your way to being seen as a natural born seller… but of course, you will know the secret… effort.

Patience

We now live in a world where we can get almost anything quickly. If you want a product, you simply go online and it can be delivered that same day. We are very much in a world of instant gratification, and whilst there are many benefits to this, there is one major downside….

We have lost patience.

If you want to be seen as a natural born seller, then you will need patience. Think of a sale like a seed. You cannot plant a seed and be eating the fruit the next day, it takes time and attention.

Passion

The word “passion” is thrown around a lot these days, but in sales you can get passion in a variety of ways. The easiest and often most effective way is to be passionate about your product. Really analyse your product, what makes it great? What are customers saying about it? Soak up as much info about your product as possible, and you will gain both the confidence and the passion to excel.

There we go, you are now on your way to becoming a natural born seller.

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Does your business really need a website?

According to the BBC the answer is no.

So what reasoning have the BBC given for why business owners should not bother having a website?

Simple!

One guy failed, and therefore the other 99.9999999% should give up.

They focus on one guy in particular:

James Pople, who runs a building contractor firm in Tunbridge Wells, is not convinced that a website is an essential tool for business success.

Nine months after his website went live, he insists it has not generated a single phone call from a customer.

He hasn’t generated a phone call in 9 month? Wow, the Internet must be useless! Or…. maybe, just maybe, it is James’ fault.

Let’s check his site and search for evidence:

His site is not even findable by the search engines. So no search engines = no users = no phone calls = Stupid journalism from the BBC = Me writing this article

Don’t let people like James put you off from making a website. I personally know people who makes tens of millions from the Internet, and whilst it is not a get rich quick method, you can benefit greatly from having a website.

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Welcome to our sales training guide. Today we are going to take a sneak peak at EGO.

One of the most important qualities a sales person can have is confidence… but one of the worst is a huge ego.

If you have the dollar signs in your eyes when you are with a client, they may suspect that you are more interested in your financial needs than them.

This may be the truth, but if the customer knows this then they will take their business elsewhere.

There is no magic trick to overcome this, but you should mentally focus on the main customer’s needs prior to starting your pitch.

It is that simple!

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Today we are going to continue our sales training guide, and we are going to look at the qualification process.

Qualification? Don’t worry, I am not going to ask you to take some exams… instead, I want you to focus more on a popular sales area that is often overlooked.

Qualifying the customer.

This is a fairly simple process… it goes a little something like this:

Hero: Good afternoon Mrs Jones, may I ask if you own a car?

Mrs Jones: No I don’t

Hero: Ok, thanks for your time.

See how our hero saved valuable time by using a qualifying question to learn about the customer. Ok, to be fair, in this instance the hero was selling peanut butter, but it was his first attempt, so I don’t want to be too harsh on the lad.

You can qualify a lead without being too direct simply by trying to blend it into the conversational opener. Combined with some good rapport skills, you can often qualify the customer without putting them on guard.

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Welcome to our sales training guide. Today we are going to discuss rapport.

Rapport may sound like a cheap perfume, or perhaps a bolognese sauce, but it is one of the arts of not only the world of sales, but also any form of human interaction.

You see, rapport builds trust - trust builds more sales - more sales builds more money - more money builds… well, it can build almost anything.

There are thousands of articles on the net that can show you how to build rapport, go and have a read, make the time to know the basics, and above all… take the time to get to know your customer a little. If you jump straight into a presentation then you are going to be facing an uphill battle from the very first second.

Rapport - bring people together.

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Have a look at this outrageous yet funny sales training guide: sales training guide.

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