The people of a sales culture are not just salespeople. Interesting concept. So who are these people? You will be surprised. The people of a sales culture include all of the organizational members who practice what I have defined as the essential selling skills of great sales professionals.
Lately, I’ve been thinking about what makes certain sales professionals better than others. More specifically, what gives some sales professionals that “edge”? Do elements just exist naturally within the DNA of great sales professionals that you can’t teach? There are many factors that set certain sales professionals apart from the rest, and today I’m declaring that one such essential element is a sense of “intuitive curiosity” (IC). Do you have IC? How do you know? In this month’s feature, I share the seven basic traits of IC.
Thanks to a tough economy, the past couple years have been difficult for many of us. This month I share the story of my friend Mike, who used the lessons of sales culture and the power of networking to triumph over the adversity of a job loss. I hope his story is a source of encouragement to those of you who are also facing your own career challenges.
I am a Lucky Man. I have my health and amazing friends. I am dedicating this blog entry to one of my best friends, Michael. I have known Mike for 28 years – we met in college and have been buds ever since. Mike is also a great sales professional and sometimes he doesn’t even know it, so I am going to remind him right now! Mike is also an inspiration to me and should be to all salespeople.
Guess what? Six selling weeks left in 2010 and many dollars of revenue to be realized! In a conversation with a client I offered to him the three things you should do to keep a razor-sharp focus on your sales so you meet and exceed your 2010 goals – and set up for a STRONG 2011 start. Here they are!
This past week, a client asked me, “How can I fix a bad sales relationship?” That’s a great question—and it has a very simple four-part solution!
Forgive me, for I am about to rant a bit again. I am trying to understand why, when given a personal referral, sales professionals wait to call that warm lead? Please help me understand this one! Anyone? Hello? What am I missing? When we are given a lead, this is a warm lead and hence needs to be addressed immediately. There is no other way. Period.