Nature vs. Nurture: Sales “Traits” You Can Learn -- Part 4

Be sure to read Part One Part Two and Part Three of this seriesI can hear some skeptics complaining amp8220How can you possibly teach someone to be smartamp8221 To understand how the right kind of training makes your sellers smarter you must appreciate the particular role being smart plays in salesConventional smart means that you can process information quickly The smart person is like a combination James Bond and Sherlock Holmes Smart in meetings properly ingesting all relevant sales information and outputting perfectfit solution presentationsI wish I were that smart but sadly Iamp8217m saddled with an average brain When I first got into sales my average ability to process information meant that it took me longer to learn the lessons of sales As a result I was stuck in first gear for a long time until I learned how to think like a smart salespersonSmart salespeople are always asking themselves amp8220What happens nextamp8221 For example the client says they want to hear about your offering The average salespeople are linear in their thinking They schedule their meetings to give the customer what they asked for but donamp8217t ask themselves the question amp8220After I deliver my brilliant fullcapability presentation then what Do I conclude my presentation with the contract What steps are between my presenting and someone handing me a signed contractamp8221The smart salesperson begins considering what happens next from the first conversation of the sale As opposed to the average salesperson who sees each sales opportunity as unique the smart salesperson immediately recognizes that there are 3amp82116 usual amp8220starting pointsamp8221 depending on the person he or she is meeting Add to that their past buying history and they get a handful of likely scenariosGiven that starting point and the selleramp8217s history of closing sales from the very beginning the smart salesperson thinks out the odds of closing that sale the probable big obstacleobjection and decides the recommended strategy to move the sale forwardamp160amp160amp160amp160amp160amp160amp160amp160The smart salesperson recognizes the pattern like an algorithm and like a recommendation widget comes up with the recommended next moveTraining that produces smart salespeople focuses on patterns we can recognize as well as creative strategies that give us different starting points and a wider range of morelikely solutions With this kind of training the now smarter salespeople are better at turning around common objections better at answering questions that can be anticipated They become better than the average salespeople at recognizing when the odds are longUnlike the untrained salesperson who makes poor time management decisions the trainedtobesmart salesperson knows when the best strategy is to move on to the next sale Thatamp8217s why the very smart salespeople are always prospecting Their training has taught them to keep looking for the amp8220easiertocloseamp8221 saleYour challenge is to be smarter than your already smart competitorsFor smart competitive sales training schedule aamp160free consultation with DM Training todayThe opinions and points of view expressed in this commentary are exclusively the views of the author and do not necessarily represent the views of MediaVillageMyersBizNet management or associated bloggers

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Nature vs. Nurture: Sales “Traits” You Can Learn -- Part 4

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