Succeeding in Sales: How to Be a Better Salesperson

In almost every industry, we find ourselves in the business of selling—whether it's a product, a service, or a brand. After three decades in the keynote speaking industry, I’ve learned that my role isn't just about booking speakers; it’s about changing lives.

Recently, I sat down with our two sales representatives at cmi to gain insights into what they've learned about sales during their time with us. Through our discussion, I’ve distilled four key takeaways that can amplify your sales efforts and genuinely help your clients. Because, at the end of the day, sales isn’t just about selling—it’s about people.?

1. Sales Isn’t About Sales It's easy to get caught up in quotas and targets, but real success comes from focusing on the needs of your customers. When you prioritize their goals, your sales will naturally follow. Last year, I had the opportunity to participate in Phil M Jones’s Exactly What to Say Training where I learnt exactly how powerful communication is in understanding how to better support our customers in their goals. This is something I’ve been training our staff on ever since and as a result, we’ve seen great growth in sales this year.

2. When Things Go Sideways, There’s an Opportunity to Shine Challenges are inevitable. However, the way you handle them can set you apart. When problems arise, take the high road. We always, always, always take accountability for our part in the challenge. This has set us apart by demonstrating our commitment to our customers and strengthening relationships.

3. Put Yourself in the Customer’s Shoes Empathy is key. Ask questions, be curious, and truly understand what your customer is experiencing. This not only builds trust but also helps you provide solutions that are genuinely valuable to them. In the famous words of Heather R Younger, “if you show your people you care about them, they will move mountains for you.” We apply this adage to our customers as well.

4. Be a Mentor; Not a Boss Sales can be a challenging field, but the right mentorship can make all the difference. At cmi, I've had the privilege of mentoring a talented sales representative who showed great potential early on; I saw her potential before she did. By providing guidance, empowerment, and unwavering trust, I've seen them flourish in their role. With the right support, they were able to turn mistakes into valuable learning opportunities and consistently achieve ambitious sales goals.

Remember, you are not in the business of selling, you are in the business of people and if you always put your people first - your success will always reflect that.?