Boost Your Sales Career
Learn From Those That Aren't Necessarily Sales Professionals!
Leigh Gillatt • Careers Advice
Sales advice is readily available. A simple Google search of the keyword phrase offers over a billion results, most of which come from slightly arrogant self-proclaimed entrepreneurs, often with American accents, sitting by a hot sports car or a pool telling you just how easy it is to achieve "a six figure income and have the life they lead".
Every now and then however, I do come across a video from an individual who does actually know what they’re talking about. These videos offer advice and guidance which are directly relevant to the everyday salesperson and could ultimately supercharge your sales career.
OK, so perhaps I'm not saying that watching every video here will immediately triple your sales commission payments each month. However, they do offer some vital guidance on the day-to-day activities which could propel your sales career forward and get you noticed by Sales recruitment consultants headhunting top talent for their clients.
How to Be Kind Without Being Viewed As Weak or Naive - Marie Forleo
In this video, American life coach and entrepreneur - Marie Forleo, answers a question from a female CEO of a company who was worried that her positive outlook and niceness was making her appear weak and naive in the business world.
Its true that many view sales roles as being a very testosterone, strong, almost arrogant environment, with no room for being nice in fear of becoming a pushover.
Well Marie quite rightly discusses how in the modern world the future of business is anything but this.
She states that,
"THE FUTURE OF BUSINESS BELONGS TO THE KIND, THE ENTHUSIASTIC, THE OPTIMISTIC."
This wisdom demonstrated by Marie Furleo is broken down in the video in a number of key points:
- Suppressing who you are? - NOT AN OPTION
- Ignore people who consider your core strengths as a weakness.
- Don't make assumptions about the environment you're walking into. Keep an open mind and heart.
- Those strengths of yours are THE future of business and success. Now more than ever is the time to let them shine.
- Positivity is a powerful strength
How to Speak so that People Want to Listen – Julian Treasure
This TED video shows Julian Treasure discuss how that despite the power of the human voice, i.e. it has the power to start a war, win a sale, or say I love you, that all too often people feel like that when they speak people aren't listening to them.
Julian encourages us to stop committing what he calls the 7 deadly sins of speaking. These are so often found in small talk or relationship building chat with clients & prospects. Which to you may feel like it brings you closer to the client, when in fact it does the opposite by adding an underlying air of uncertainty in your trustworthiness.
Julian's 7 deadly sins of speaking:
- Gossip - Speaking ill of someone that's not present
- Complaining (The national art of the UK)
- Dogmatism - The confusion of facts with opinions
To counter these sins Julian gives us 4 words to focus on which spell the word HAIL for easy remembering
- Honesty - be clear and straight
- Authenticity - be yourself
- Integrity - be your word
- Love - wish people well
Julian then goes on to talk about the engine and toolbox of spoken conversation. Essentially, this concerns what you say and the way you say it. This has a huge impact on how your words are received.
An FBI Negotiator’s Secret to Winning Any Exchange | Inc
This video has to be our all-time favourite for anyone in a sales jobs. Here, we hear from Christopher Voss, CEO of the Black Swan Group and an FBI chief hostage negotiator about how he guarantees you’ll win any exchange with his tips.
The brain works 31% better in a positive frame of mind . Take a moment to consider that. You are literally 31% smarter when you’re positive, and 31% more likely to come up with a better answer when faced with a tricky question. That’s no insignificant number!
When you make a call to a new prospect, they either ask themselves, or ask you directly, the question: ‘so how are you going to help me?’ On average, you have between 3 – 10 seconds to say the right thing before they hang up.
Immediately, your first impression will be to list your years of experience, previous successes and company’s USPs. The response to this is usually a yawn 😴 . Christopher provides insight into how we shouldn’t list our experience, shouldn’t explain our strategy and shouldn’t say how we’ll add value.
Instead, we should show the prospect in less than 10 seconds that we see what they’re looking at and offer a small amount of insight in the very same dynamic. Essentially, we need to demonstrate that we see what the other person sees – without simply saying ‘I understand’.
Christopher also offers some insights into the bad habits which are hurting your negotiations and gives some recommendations for your next sales call.
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