Stop Saying Sales is a Skill You Are Born With…

Great Salespeople Are Created!! – Four Myths About Learning The Art of Sales Before I was a sales trainer, before I had even begun my sales career, I made …

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Great Salespeople Are Created!! – Four Myths About Learning The Art of Sales

Before I was a sales trainer, before I had even begun my sales career, I made my living as a guitar teacher.

Every week I would sit with students and teach people how to play the guitar.

It was quite an experience, seeing the preconceptions that people would come in with. Here is what I heard every week.

“I’m not like you, I wasn’t born with talent.”

Which was a funny and kind of insulting thing to say to me, because I had started, with no intrinsic talent for music. I had to earn it, day by day. I became a great musician with hard work and perseverance.

Honestly, I deal with this same perception when it comes to becoming salespeople.

“You are born with the skill or not.”

This is completely false. I know it, because on a daily basis I create salespeople, or help them create themselves as salespeople.

Here are the four big misconceptions about creating salespeople.

1.You Can’t Create Drive

What is drive? I think it gets close to what Andy Jefferson, co founder of author of Six Disciplines of Breakthrough Learning: How To Turn Training and Development Into Business, speaks of when he discusses “Can I” vs “Will I”. Can a rep call his leads, yes.He or she can call, but will they?

Here is where I see businesses fail reps by giving them, a quick “sales” training and give them a few leads and a rope long enough to hang themselves.

When they fail, and with this they will fail, they say “I guess you didn’t have it” This is why I recommend new salespeople work in Inside Sales, where a Sales Manager can in real time watch call rates, and also listen in.

A few intense months later, I have seen DRIVE, and Discipline imbedded in our new hire. They know the hourly/daily work that it takes to make it in this field.

2. You Either Have The Personality Or Not

When you think of a salesperson, you probably think of this big personality, snapping necks and cashing checks.

I’m quite sure this actually a myth these days. Give me someone who is willing to learn, and I will show you a great salesperson in a few months.

No longer are we just a profession of Type A personalities, I have several soft spoken, quiet people who know how to listen to customers needs and help them.

Bam-Sale.

3. Closing is something you can’t teach

There is an art to closing.

I’ve seen real deals just sit in limbo because a rep doesn’t make a move to make a deal close.

After years of teaching reps I began to think of a close as a slow dance, one where each partner is listening and reacting to each other.

So we practice that listening, pauses in speech, questions they ask and we learn how to prompt a move.

“Larry I find that people either don’t buy because of either time or money do you mind if I ask which one it is?”

The answer I get is usually not about time or money, but the answer points us to the real objection and the close. I didn’t learn this move until years in the business.

But I learned it.

4. There is One Way to Sell

The reality is there are endless ways to sell these days. I work with several brilliant salespeople that never pick up the phone.

I would be lost without it. Find the way that works for you, but don’t be afraid to grow. This year I have started really cranking out blog posts on LinkedIn and Twitter and my leads are booming.

I have a personal goal to help people create salespeople, we need them and it’s a great career. For anyone who wants it.

 

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