You can’t teach people how to be great at Sales – you either have it or you don’t!
A recent Harvard Business Review study highlights the importance of certain innate character traits found in top sales people. It suggests that the best sales people all have great Empathy and strong Drive (the ability to feel and the desire to conquer) which with the right balance creates the best sales people.
So if these character traits are innate and you can’t teach people how to be exceptional at Sales, why do SOS (and many other businesses) provide sales training?
While it may well impossible to turn an unwilling sales person into a high achiever, it is certainly possible to impart great quality skills and techniques to a motivated individual.
As well as helping experience sales people polish their skills, our sales training courses aim to take the pain out of sales for those who don’t live in the ‘sales world’.
Sales is about process and technique. It’s about having an organised approach to your client interaction and about applying skills of communication, questioning and presentation to all these interactions.
For people who are not fluent in the best methods to communicate with their clients this can really hold them and their businesses back. People struggle every day just to pick up the phone and make a sales call, even one which they know is likely to lead to a sale. Worse still can be the thought of standing in a room full of strangers and pitching their product, or just networking.
When most people set up their business they have an idea and they have the skills or knowledge to develop that idea. The designer knows that he’s great at design so he sets up a design company. However, he knows nothing about finance, so what does he do?
• Ignore the book work totally? Not the best idea.
• Outsource to an accountant? This is a great solution if you can afford it, but spending all your start-up capital on an accountant may not be the best way to help your business grow.
• Increase your business skills? Why not? Investing in a seminar can be an effective and inexpensive way to bridge the gap between being held back and getting on with your business.
Sales is arguably the most important aspect of your business- if you fail to sell then your business fails. It’s therefore vital to the success of your business that you get over any issues which are holding you back and preventing you from demonstrating your real skills – the reason you set up your business in the first place.
So if you haven’t got as much business as you’d like, ask yourself why. Either there isn’t a market for your product/service or you aren’t selling it well enough. Either way, something needs to change.
If you could use some help getting to grips with how to make the best sales call, or how make the most of a client meeting, why not get in touch with Sales Outsourcing Specialists?
Robin A Mason is the Business Manager of Sales Outsourcing Specialists. SOS are a Bristol-based company with a strong history offering Sales Support, Sales Training and Telemarketing services. Our blogs offer hints and tricks to help you achieve your sales goals. Follow this link for access: http://www.salesoutsourcingspecialists.co.uk
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