The career path to ??sales success.....

Salespeople are very evolutionary. Products, services and concepts change and sales people typically have to adapt very quickly. The really great sales people that I meet have often evolved from selling products to selling services and have gained?a greater understanding of the challenges faced by the clients they are working with. It takes more than a listing of features and benefits.?

To illustrate my point imagine selling a single book or selling a complete library – the latter is much more than simply a collection of books it’s an holistic solution to someone looking to gain knowledge.?

The staffing industry continually faces much the same scenario. Many individual recruiters will provide CV’s for a vacancy without grasping the bigger picture (and missing the opportunity to enjoy the rewards). They have failed to connect the challenge to a bigger problem or opportunity.??

Those sales people that successfully make the leap learn to challenge prospective clients – why are they doing it that way? have they considered trying this? Examples of solutions that work elsewhere are given and of course an emotional connection is created. They are selling or consulting from their own position of experience and knowledge (supported by the brand & expertise of their employer). The client interaction flows naturally as a 2 way conversation that involves negotiation, debate and eventually a deal that solves the client problem. This can take place?between many stakeholders and sometimes it’s a different problem to the one the clients thought they had.?

On completion the client feels that they have received unique and valuable perspectives on the market. They have been educated and been steered past pitfalls and landmines to a solution they have confidence in (and can easily articulate?internally).??

For some sales people this change is instinctive, for others it requires true dedication. In my experience most committed sales people with a strong track record and the will power can make this transition in a supportive environment. A supportive environment means an employer with a track record itself, training, coaching and colleagues on the same path.??

Many of the great sales people that we all admire will agree.?And for most of us it’s all about how good we want to be and what we’re prepared to do to achieve it. The starting point is to stretch yourself, leave your comfort zone.?

Here's one potential first step; email me at [email protected] or book a chat here;