Why sales? Everyone lives by selling something. – Robert Louis Stevenson
Sales is the lifeblood of any organization and perhaps the most important activity for startups. Even the best technology without customers is just a – technology – and not a business yet.
What is Not Sales?
People often flinch when they hear the word “sales”. It is often associated with words like – manipulative, sleazy, pushy, inauthentic etc. However, SUCCESSFUL salesperson’s modus operandi – People are not Stupid. They understand that it is an art to connect to emotions and being genuine. It’s not the first sale but the relationship you are able to build with you customer over time.
Selling is manipulative
Selling is annoying
Selling is boring
Selling is actually helping
Selling is actually sociable
Selling is actually learning
Source: Geoffrey James, Inc Magazine.
What is a sales personality trait?
No, it’s not the – fast-talking slick car salesman. Steve Martin’s statistics sums it up well.
|Seven Personality Traits of Top Salespeople by Steve W. Martin|
Modesty – 91 percent of top salespeople had medium to high scores of modesty and humility.
Conscientiousness – 85 percent of top salespeople had high levels of conscientiousness.
Achievement Orientation – 84 percent of the top performers tested scored very high in achievement orientation.
Curiosity — 82 percent of top salespeople scored extremely high curiosity levels.
Lack of Gregariousness — Top performers averaged 30 percent lower gregariousness than below average performers.
Lack of Discouragement — Less than 10 percent of top salespeople were classified as having high levels of discouragement and being frequently overwhelmed with sadness.
Lack of Self-Consciousness — Less than five percent of top performers had high levels of self-consciousness.
Can introvert be successful in sales? Absolutely, yes!
Most times a calm, composed, confident listening sales person wins over their babbling counterpart. Research by Adam Grant, a psychological scientist at the University of Pennsylvania’s Wharton School showed that introverts have proven to be more successful.
How do you become successful?
Do you need to be a “born sales person”? In my opinion, it does not exist. Some people have “gift of the gab” but like everything else, success is achieved by being focused, tenacious and honing your skills time-to-time.
VH is launching a 6 session sales program to provide the basic framework on – identifying opportunity/pain points; market segmentation, value proposition, building a sales funnel, managing pipeline, making sales call, follow up and closing. For more information, please click here.