Suited to Selling
All too often I have heard that you need to have the ‘gift of the gab’ to be able to work in the sales profession. Yet nothing could be further from the truth.
Many people say this stereotype comes from back in the 60s, 70s, and 80s, a time when that’s just how salespeople were, but sadly it is still true of some today.
There are some basic personal skills you need to either have or be willing to work on in order to be suited to work in the profession of selling.
(1) You will need to be a good listener.
Contrary to belief, selling is not all about talking, pitching your solution, and reeling off your fantastic list of features and benefits. It is, in fact, listening that is your best weapon.
Selling is not about you, it is about your prospects.
In order to sell to people, you have to listen to them. You have to understand their pains and goals if you are going to be able to help them.
Listening to people also develops trust, and trust is one the most important steps in any relationship.
(2) You will also need to be resilient.
If you do not have the mental strength to take rejection on the chin and bounce right back, you’re not suited to work in sales. You have to learn to love being rejected. You have to treat rejection as the first no on the way to the final yes.
Some people simply crumble and fall apart when they get rejected. It takes them hours to pick themselves back up and try again. When you work in the profession of selling, you’re going to hear, ‘No, get out of my office, I’m not interested,’ or, ‘Stop calling me,’ on a daily basis. Get used to it.
“It ain’t about how hard you hit. It’s about how hard you can get hit and keep moving forward; how much you can take and keep moving forward. That’s how winning is done!”
– Rocky Balboa –
(3) You need to be smart.
You need to be sharp and intelligent enough to learn quickly and to act on the spot when you work in sales.
As the old saying goes, “You can take a horse to water, but you can’t make it drink.”
In this book, I will share many hints, tips, and techniques to help you get better at selling. Many will be new and out of your comfort zone.
Others will be simple and easy to apply.
If you try to copy and apply everything I teach, it will sound and feel unnatural, and you will not use it again.
You must learn to integrate my suggestions to suit your own personality and style of selling.
Being a good listener, being resilient, and being smart is a good fundamental base for being suited to selling.
So feel free to give your mouth a rest – your prospects will appreciate it.
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