There is not such any secrets to be successful in selling. The best salespeople don’t get that way because they know the most, but because they do the most. And selling might be a lot of work, but it’s also a lot of fun when you do it correctly.
In other words, selling isn’t hard… just hard work.
I have never once made a sale because of a trick close, nor have I ever successfully employed some kind of “cutting-edge” prospecting strategy. And what’s more, neither has anyone I know. And yet, I’m only one of thousands of people who have made many millions of dollars in the profession of selling. What that should tell you is that meeting and working with clients is a bit like meeting members of the opposite sex in a crowded bar: you’re probably not going to do it by finding the right line, but by being the right kind of person.
That’s not to say you shouldn’t keep trying out new ideas and techniques, of course. One of the biggest traits of top performers in every industry is that they are constantly learning. There’s always more you can know about your industry and products, psychology, negotiation, and making public presentations, to name just a few of the topics that can help you in your sales career.
At a certain point, however, you have to simply keep doing what you do and getting better at it. That means getting actual practice out in the field, not just reading about selling in books, or simply hoping that the magic answer will come to you. It won’t. The only thing you can do is keep working on your techniques and trust in the power of averages – keep working away at it, and you’re virtually guaranteed to be successful.
Usually, I like to focus my articles on small bites and tangible tips that people can take and use in their selling careers right away. I’m not going to end this piece with any quick takeaways, though, because this message is too simple and too important to dress up any other way. Stop waiting for a book, seminar, or sales trainer to show you the easy way to make a sale. All they can do is show you how to be a little bit better and point the way; the rest is up to you.
So, if you want to be great in sales, find your inner motivation and get started. Selling might be a lot of work, but it’s also a lot of fun when you’re doing it correctly.
Carl Henry is a management consultant. He specializes in helping companies in the selection of top sales and customer service talent. Carl is also a Certified Speaking Professional and the author of several books and articles related to sales, sales management, and customer service. He conducts seminar and webinar for clients worldwide.
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You can contact Carl at 704-847-7390
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