Christian Whamond. Key Leadership. Executive coach
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To many people, the word “selling” implies manipulating, pressuring, cajoling

10/4/2012

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To many people, the word “selling” implies manipulating, pressuring, cajoling... all the used car salesman stereotypes.

But if you think of “selling” as explaining the logic and benefits of a decision, then everyone—business owner or not—needs sales skills: To convince others an idea makes sense, to show bosses or investors how a project or business will generate a return, to help employees understand the benefits of a new process, etc.

In essence, sales skills are communication skills. Communication skills are critical in any business or career—and you’ll learn more about communication by working in sales than you will anywhere else.

Gaining sales skills will help you win financing, bring in investors, line up distribution deals, land customers—in the early stages of starting a company, everything involves sales.

Understanding the sales process, and how to build long-term customer relationships, is incredibly important regardless of the industry or career you choose. Spending time in a direct sales role is an investment that will pay dividends forever.

Here are a few of the benefits:
You'll learn to negotiate.

Every job involves negotiating: With customers, with vendors and suppliers, even with employees. Salespeople learn to listen, evaluate variables, identify key drivers, overcome objections, and find ways to reach agreement—without burning bridges.
You'll learn to close.

Asking for what you want is difficult for a lot of people. Closing a sale is part art, part science. Getting others to agree with you and follow your direction is also part art and part science. If you want to lead people, you must be able to close. Great salespeople know how to close. Great bosses do too.
You'll learn persistence.

Salespeople hear the word "no" all the time. Over time you'll start to see "no" as a challenge, not as a rejection. And you'll figure out what to do next.
You'll learn self-discipline.

When you work for a big company you can sometimes sleepwalk your way through a day and still get paid. When you work on commission your credo is, "If it is to be, it's up to me." Working in sales is a great way to permanently connect the mental dots between performance and reward.
You'll gain self-confidence.

Working in sales is the perfect cure for shyness. You’ll learn to step forward with confidence, especially under duress or in a crisis.

Still not convinced? Think of it this way: The more intimidating or scary a position in sales sounds, the more you need to take one. You'll gain confidence and self-assurance, and the skills you gain will serve you well for the rest of your business—and personal—life.

So if you’re a would-be entrepreneur, set aside your business plan and work in sales for a year or two. If you’re a struggling entrepreneur, take a part-time sales job. Part of the reason you’re struggling is likely due to poor sales skills.

Successful business owners spend the majority of their time “selling.”

Go learn how to sell.

It’s the best investment you will ever make.
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Leaders are great sales people

3/10/2010

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Great leaders and great sales people share a common secret: the have two ears and one mouth and they use them in that proportion. They listen twice as much as they talk. Let people listen to there favorite voice, there own, and they will think you are wonderful. 

As I have learned over my time, you will never get in trouble for listening.

When you are selling a car, phone or an idea and concept, you follow the same system. Below is a classic seven step sales cycle.
  1. Agree the problem/opportunity.
  2. Preview the benefits of addressing the problem/opportunity.
  3. Suggest the idea.
  4. Explain how it works.
  5. Pre-empt objections.
  6. Reinforce the benefits.
  7. Agree to move forward with a clear outcome (Close)

Check reactions at each stage. 
The most important step is the first: agree the problem/opportunity from the other person’s perspective.

The process is conversational in which you let the other person communicate about what they are wanting to get out of this conversation. 

The idea or concept you are trying to sell will probably make sense to you and you are probably very enthused about your proposition, but not everyone will get excited about your idea. You need to get into their shoes and their head and see the world through their eyes.

Tap into the personas dreams and core values. Try and avoid selling features, work out what the benefits are or ideally their dreams. Start with what the person wants, not what you have.

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