ASK – this is the foundation of almost everything we do in life and it is Attitude, Skills and Knowledge.
The foundations are all about having the right attitude – the WANT to do if you will. Without this, all the other elements will be like mountains to climb. However, with the right attitude, the rest should slot into place nicely.
Skills and Knowledge are elements that you can acquire over time – The How to do and the What to do.
When I started my career in sales, people used to say that sales people had “the gift of the gab”. Never has this been more inaccurate. Good sales people are the opposite and understand that we were given 2 ears and 1 mouth for a reason. Listening is far more critical than talking. When you do speak, make sure you are asking good questions and that you know the difference between OPEN questions and CLOSED questions.
Selling is a process and it begins with finding opportunities – something that I feel is a dying art, and it seems that the sales people simply wait for leads to come into the business, and this is the job of marketing.
My view is that it’s no good waiting for the phone to ring, you have to make things happen, so understand what to do and how to do it.
If you’d like some help kick-starting your sales career, drop me a note below and let’s talk about your attitude and how I can help you leverage that.