What Makes a Great Salesman???
The DNA of Sales
On a daily basis i get asked the question "What makes a great salesman?"
Most people will know that SalesGuru started out as a monthly Sales Magazine that was published for many years. Our clients were saying that it was a great magazine with really helpful information but the question was always asked "How do we apply this in the real world?"
It's like buying a Fitness Magazine, reading the articles, looking at the wonderful photo-shopped pictures and expecting to lose weight, gain muscle or what ever else the gym bunnies are looking to achieve. There needs to be a recipe and a personal trainer to get maximum results.
The company started moving in a new and very exciting direction towards building better professional sales people and through hundreds of hours interviewing top performing sales people and business owners through the magazine a recipe was born which we call The DNA of Sales.
There are 3 basic elements that makes up The DNA of a Great Salesman
Their Mind-Set
A great salesman has a great attitude, they know what drives them, they know what gets them out of bed in the morning, they know why it matters and most certainly they know who will suffer if they don't succeed.
Their Activity (Planning & Prospecting)
Successful salesman plan their days, they know the value of an hour, they understand what needs to be done to keep themselves in business, they have their diaries filled 2 weeks in advance, they strategically time block prospecting on a daily basis, they know where to source new prospects, they have no fear picking up the phone, they know what to say, how to say it and they know that rejection is just another step closer towards a yes.
Their Skills (Face to Face Interactions)
Top performing sales people are comfortable sitting in front of a prospect, they listen, they ask smart questions, they know how to handle objections, they uncover urgency, price is never an issue for them, they negotiate, they close sales and they ask for referrals.
You don't need to be a rocket scientist to be a great salesman, sales is something anybody can be taught and anybody can be good at, there is no such thing in my opinion as a natural born salesman and that you have to have the "gift of the gab" to be in sales.
SalesGuru offers an incredible 2 Day High Performance Public Sales Course at our offices in Fourways and we teach these basic fundamentals to all sales people no matter what experience they may have.
If you or your sales team have been struggling and things are just not going very well, go back to the basics of selling, sales is easy if you know "HOW" to do it effectively.
Please email me for more information and dates [email protected]
