I have been in sales for almost 10 years, it is my passion and reading sales training is my hobby. I also just started a sales training business. I have never been to any formal training for sales but I have learned through years that leaders are readers or learners are earners. Sales is a profession that keep on changing, people change and techniques change but the most important to remember is to tell the client what is in it for him. It is not about selling features or benefits, it is about building trust and understanding your client, establishing their needs and then fulfill their needs. Selling Ice to eskimo’s makes no one a great sales person, but selling a solution to someones problem and realy knowing that they will benefit shows that you realy listened to them. There has to be a need to create a want. Most sales people make the mistake not to probe, you cannot handle a fake objection. People normally give a smokescreen to get you off the phone, we have to establish what the real objection is to be able to find the solution. So many times sales people hesitate when the client objects, use the objection to learn more about your client and use your knowledge to find a solution to their problems. Have your read the book The Secret? I am sure most sales people have, and although it is motivating ist is the same as a warm bath, it only takes one breeze of cold wind to cool you down. Motivation has to be done daily, just like bathing because it only last for a day. The most important is that there has to be some action taken. Nothing happens if we don’t pull the trigger. Mike, not all people in South-Africa can do sales. It is unfortunate that many people think that sales is easy money and that you can just learn the techniques and you’re done. We have many people that think fortune comes to those who wait, and then they wait, wait, wait. Sales is a ever changing profession and techniques have to be adapted. If what you do today doesnt work, you will not get a different approach tomorrow by using the same technique. We have to trail and error and very importantly our approach have to also fit our own personality. There is nothing more annoying than someone trying to make an impression by trying techniques that they feel uncomfortable with. And the most important word: Next. Some will, some wont, so what, who’s next? Hope you all have a great evening.

I don’t get many comments from South Africa, but if they were all as good as yours, I’d take a million!

Thanks for taking time to add your thoughts.

Being able to go forward, while facing your fears, is what courage is all about.

Just ask a firefighter, a soldier or other real hero.