Sales Leaders: We need you

Good sales people have the gift of the gab…

 

It’s one of those urban myths isn’t it: when we think about salespeople, we think of people who can “sell ice to the eskimos” and can “talk the leg off a chair”. In our mind’s eye, the common picture is one of a “convince and persuade” kind of person, who either wears you down into buying or inspires you to act.

In actual fact, Zig Ziglar, one of the fathers of modern sales training cites that introverts are indeed better salespeople than extroverts. He says that the reason is because they’re better listeners and are more likely to build rapport more easily with other introverts and can modify their style more flexibly to also build rapport with extroverts who find the reverse more challenging. It made me think.

Because what I love about Mr Ziglar (besides his obvious passion for selling), is his love of the sales profession. He made salespeople feel proud of what they are doing, and acknowledged that it is a skill, and an ongoing challenge. He helped salespeople develop the internal framework to be successful as well as providing them with very sound tools to be effective in the field.

But where have all the sales trainers gone?   Sure there is a world of business and life coaches out there, but when it comes to real technique building, skill development and inner game, there aren’t many around now.

And I’m on a mission to change that.

I love sales as you may already know, and remember when I was lucky enough to work for The Body Shop and be developed as a sales person, a sales manager, as a sales trainer and as a market sales manager. The investment they made in their employees’ professional development was immense and the results spoke for themselves. I’d go interstate to train, jump in a cab and when I told them where I worked the response without fail would always be one of a brilliant service experience in one of the stores. How many retailers today would pay to get that level of informal feedback? How many would actually get that sort of feedback?  Service, real service is hard to come by.  Not necessarily because of  lack of desire on the part of the salesperson, but because of a lack of knowing how.

In the meantime though, I highly recommend downloading The Advanced Selling Podcast which is a breath of fresh air to sales people wanting to hone their skills and improve their results: www.advancedsellingpodcast.com

 

I’m on a mission so watch this space!

 

 

 

View our other posts

9 restorative ways to tackle the confidence crisis

Salespeople...heck, any one of us, loses our mojo every now and then.    It’s part of the human condition. While it can signify introspection which is important as we make meaning and hopefully build greater self-awareness it can also signal a more permanent...

Quantity or quality?

Once upon a time in a land far far away sales managers everywhere were perplexed by the dichotomy they faced: sales teams who were hitting targets by having high activity rates at the expense of poor customer experience or leaving opportunity on the table.  Their...

Have you reached your limit yet?

Many of us have.  There is so much going on right now, it feels like “The Quickening” with life taking on a roller coaster type quality and speed....without the good thrills though.    If the last 2 years wasn’t enough for us, the torrential rain and floods in...

Curiosity is king

When we think of being curious, it’s easy to link that with questions...discovery.  But did you know that curiosity also dissolves tension, and ensures that an already fraught situation is more easily neutralised?  As a relationship building tool – customers,...

Inner strength

This morning I heard someone say that extreme self-reliance is actually a trauma response that prevents us asking for help.  It’s linked to early life trauma that tells the sufferer that asking anyone else for anything is dangerous: emotionally, physically,...

Purpose led teams

When it comes to elevating sales performance, it’s understandable why organisations look to the most cost-efficient methods that will deliver the greatest bang for buck.     Most organisations opt for initiatives like: Identifying new customer groups that...

Make 2022 Your Year

Regardless of what happens “out there”, 2022 is in your hands.    Success or failure.  Lessons or a loop.  Growth or stagnation.  Joy or suffering. Hit or miss.  It’s the way we approach the year that will make all of the difference, because when we’re aligned to...

Embracing Change

There’s a meme going around social media about 2022...something about this year being like the boyfriend who lets you down but you keep taking back because they promise to change?   I admit I had a bit of a chuckle to myself, not only because I’ve been there, but...

Take Time to Recharge

Well it’s been quite the 2 years, hasn’t it?    For many Australians, they’re more than eager for a decent break....a time to recuperate mentally, emotionally, physically even spiritually.  The toll of lockdowns, constant disruption to routines, home schooling...

Be the light that others run to

My cousin said this in our weekly Zoom chat.  She was referring to a friend who was that for her.    When we’re in the midst of darkness, we need direction.  We need a light to run to, don’t we?   Light of the soul, of the spirit.   Are we opening...