10 Things I Learnt In Sales

1. Knowledge Assimilation
Over the years great sales people with varied industry backgrounds develop their own unique ways of assimilating knowledge quickly
To be a great sales person is to adapt and evolve quickly; e.g. get on board social web to track customers or competition

2. Ownership
A great sales person educates himself/ herself on the solution offered, the options available with the client and WEIGHS his/her solution with respect to them
A great sales person JUDGES for himself/herself if the solution adds value to client and how much

3. Esprit De Corps
Very few things are achieved by one single person acting alone
A great sales person knows his teammates well. He/ she empathises with their work, life situation, struggles and values
A great sales person is a custodian of their faith

4. Humility
A sales person is fortunate to be in the face of repeated failures
There is no quicker way and better place way to learn than from interaction with diverse multitude of clients/ prospects

5. Courageous
It takes courage to face, analyze and take home key learning from each failure: what went wrong?
A well adjusted sales person uses failures to
To improve himself / herself
Without anxiety / worry/ pressure and stress
Or self doubt / self worth issues

6. Discipline
You can’t expect to reap a crop unless you have done the sowing, feeding, and watering in the right season
You can’t expect sales without a disciplined and respectful approach to building and managing your pipeline or funnel
A great sales person has a favorite formula of generating leads and has worked out his/her own discipline
He / She has a respect for the “system” that he/she has created over time and will keep tweaking it, be it a CRM system, an email that has worked, a favorite “catch line” etc… and will share it

7. Visualization
“WHAT YOU CANNOT VISUALIZE YOU CANNOT ACHIEVE”
A good sales person has the goal and its progress on his / her wall / desktop
A great sales person visualizes winning

8. Honesty
The honest sales person has the client’s benefit as the utmost priority. This is the only way to gain trust from a client
If the sales person is not is not convinced of the value proposition it is very unlikely that the prospect will
A great sales person always has an attitude of trying to genuinely help the client in his business

Is Honesty the best policy?
Even with the best processes the sales team or development team can goof up
Either on the estimates
Or on the timelines
Or has delivered something other than what client expected
A hundred things go wrong sooner than later
How honest should you be with the client? (contd on next slide)

9. Trust
A great sales person’s first and foremost role is to build trust with the client
An experienced Sales person will have developed the ability to judge
When to defend the client
When to defend his/her team
It is a tightrope walk when one is honest with the client
But a good sales person’s role really is to enable the client to see your abilities such that your eventual follies are overlooked

A sale is what you reap when you sow the right trust with the client.
“YOU REAP WHAT YOU SOW”
10. Sale

Summary
Knowledge Assimilation helps keep sales people up to date
Ownership makes sales people effective
Humility and Courage will help sales people grow
Discipline and Visualization are formula for success
Honesty and Trust are non-negotiable values

10 Things I Learnt In Sales

by Geetanjali Dighe

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