‘World class’ can be taught and trained into a salesperson but only if the right character traits are there in the first place. You can take a complete blank canvas candidate with no prior experience and craft them into a killer closer purely because they had the correct attitude and personality to begin with. On the other hand, you could hire an industry veteran with more gab than gift and they would be a nightmare to nurture into the master salesperson your company craves to survive and thrive.
So how do you create closers instead of posers?
- Simplify the Process
Well, the key difference is in the ethos and the blueprint which is embedded into the culture of a sales team. Going back to basics is a good starting point because there is so much fluff and nonsensical stuff littered around the internet and in books today which describe sales as if it were potion making, with complex techniques and secret ingredients. We say put the cauldron away and pick up the phone – that’s how you really build relationships and that’s how you create real, genuine rapport. The guy or gal on your sales floor who likes hiding behind e-mails instead of taking the initiative to engage in authentic human interaction with your clients, is not the ideal type to become a world class salesperson.
- The Wolf of Wall Street Is Extinct
Being world class should be the target and it’s not one which requires rocket science to reach. The era of rattling through calls and hammering pre-written scripts down the spluttering throats of unaware customers is well and truly over – and thank heavens for that. You transform an average salesperson into a world class one by cultivating an ethos of educating, advising and consulting. Selling a product or service is about enriching and adding value to a person or a business.
- Charge Their Batteries
Give the business development team the confidence to aspire to be world class – let that be their motivation each day, as opposed to some bogus values plucked from a Shoreditch sales manual. The desire to perform at the highest level and the understanding that they are a part of a top notch outfit, are two factors paramount to the quality of work produced by a salesperson. Sales is a game of the mind and a mind unequipped with ethos, process and motivation is surely destined to be average. Empowering sales people to treat the business with the same tenacity and empathy as if it were their own, can come through a collective belief that they are on a mission to be world class.
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