I have been helping several clients recently in the interview process for new sales reps. As we look at the resumes that arrive I am always amazed at how they all look the same. They all follow a similar format, are written in a similar way and tell a similar story. None of the resumes stand out. The same can be said for a group of sales people in a room. They all behave in a similar fashion. They all look very similar in the style of clothes they wear. They all perform at a similar level.
What are you doing differently?
What makes you different? We all have different personalities and skills. What makes a top performer different than the average and majority of sales people? If you don’t know watch and observe top sales people in the next few weeks.
Great sales people understand that their success is all about being of service to their clients. Great sales managers know it is about being in service to their sales team. That means doing whatever it takes to put a deal together that is good for both parties. It means having an attitude that sets you apart from everyone. An attitude that is authentic and focused on what is best for everyone.
Top sales people have a way of making everyone feel good. They have a focus on the other person. They have a charisma that is unique and unmistakable. People that meet Bill Clinton tell me that he makes you feel like you are the only person in the room when he speaks with you. When you are finished speaking with him you feel like he cared, that he listened and that your opinion mattered. Great sales people have the same ability and knack of making people feel good.
They have a passion for their business and for their life. That passion is evident in the things they do. They work harder at making things happen. They live their lives in a way that is infectious and that affects everyone they come in contact with. They create value for their customers and colleagues and know the difference between value creation and a commission cheque. It is not all about them – it is all about their customers and their business.
Who are you and why are you in sales?
In most of my sessions I ask the question: Who are you? It is important we all begin to get to know ourselves. If you don’t know who you truly are and why you are in sales, then you will struggle. You will struggle with success, you will struggle within the business and you will struggle with yourself.
Every top sales person I meet is different. They range from cocky arrogant and self centred to confident, grateful and customer focused. My experience says that once you are comfortable with your self you can decide where you fit as a top sales person. The more comfortable you become the more confident, grateful and customer focused you will become.
What sets you apart when you walk into a room of people? Is it the clothes you wear? Is it “how” you walk into the room? What happens when you open your mouth and begin a conversation? What impression have you created five minutes after you have walked into that room?
What is your focus?
Do you have goals that are important to you? I was in a classroom of 20 people recently. When asked how many in the room had their goals written down – only one person raised their hand. So what is your focus? If you have no goals and your focus is on getting through the day; then at the end of a year, you have gotten yourself through another year, another decade, another quarter century……….
When you are sitting in your rocking chair at 80 years of age and you look back on your life, what will your regrets be? It won’t be – “I wish I spent more time at the office!!”. It will probably be: In High School, I wish I had asked that girl to dance. I wonder what would have happened if I had bought that house? I wish I had stood up for that issue at my daughter’s school that was important to me. It is the things that were personal and meant something to us. I have started saying to people that you need to enjoy what you are doing. If you do, then the rest will take care of it’s self.
What makes you different? What are you passionate about? Who are you? Are you confident, grateful and customer focused? What is your focus? Are you enjoying what you do?
What sets you apart………………….
Bill Sayers speaks, coaches, leads education sessions and provides management consulting services to a variety of companies. Bill has been praised for his leadership, common-sense approach and ability to inspire sales people to new levels of success. His easy manner and strong public-speaking skills make him an engaging facilitator. Bill connects with senior executives and sales professionals alike, as he shares his real-life experiences and provides the appropriate tools and strategies for success in today’s business world.
Bill’s book Funnels & Forecasts – The Great Game of Sales is available on Amazon. Sayers Says: "This second edition was important for me. It has allowed me to have my book and its message sent out to a global audience. The feedback from readers has been that the book is an easy read and that there are lots of common sense advice and tools to help sales people be more successful in their sales game. Funnels and Forecasts - The Great Game of Sales will help sales people in their quest to improve their game."
He has been a professor at George Brown College teaching Personal Selling Skills to the Sports and Event Marketing Graduate Program, and is on the faculty of Canadian Professional Sales Association and Canadian Management Centre.