Sales TrainingAre you a talented, educated genius? You don’t have to be! To sell anything you don’t have to be clever although it may well help – male or female, fat or thin, handsome or plain, young or old, it’s not important. Just wander round any exhibition venue and note the variety of sales people manning the various exhibits and marvel at the cross section of humanity! And yet, among this collection of individuals, there are some super sales people who earn vast amounts of money and are at the top of their chosen profession. What have they got; that priceless something that makes people buy from them - time after time after time? If you’ve got it, you’ll know you’ve got it; a burning ambition to succeed and nothing will stop you - and specialty selling is one way to produce a lot of money, fast. The Priceless GiftThere is one priceless gift, and it’s an invaluable asset, that all successful people have – it’s sometimes called tenacity, pertinacity, obstinacy, cussedness, purpose or - well, read the opinion of one of the more illustrious American statesmen: Nothing in the world can take the place of persistence – Nothing is more common than unsuccessful men with talent – Unrewarded genius is almost a proverb – The world is full of educated derelicts – Whoever said it, and it’s sometimes attributed to Abraham Lincoln, Herbert Hoover or Calvin Coolidge, the truth is eternal and reinforced by Samuel Johnson’s observation: Great works are performed not by strength – So, if you’ve got what it takes, and it takes plenty, you must learn to sell and the first product you must learn to sell is - yourself! If you decide to become a professional salesperson you can become an agent and you can start from home like many others before you. Alternatively, you can start with one of the international giants who will usually have a first-class sales training program. If you want it – whatever it is - in the world of professional selling, it’s yours! But don’t expect to get super rich overnight; it can be a long haul and there will be heartaches along the way. You’ll have to work hard because work and success are inextricably linked. Remember the adage? The harder I work the luckier I get! Nevertheless, it will be worth it; you will learn a lot, meet some extraordinary people, have lots of fun and, above all, you’ll never again have that Thank God it’s Friday feeling and that really is something worth achieving – you’re supposed to enjoy life! I However, if you aspire to be a professional sales person you must understand All selling is based on arithmetic and there is a direct relationship between the number of approaches made and the number of sales made. And if you don’t make the approaches there will be very few sales. This is an historical fact going right back to ancient times. The “Parable of the Sower” illustrates that there is nothing new or magical about finding prospects – it’s hard graft but remember: Reaping always comes after sowing! Picture the scene some 2000 years ago – a primitive existence where seed was scattered from a basket by hand. Inevitably, some fell on a path and was eaten by birds; some fell on stony ground and was blown away; some fell among weeds and choked as it grew; but some seed fell into good soil where it grew and bore much fruit, yielding 30%, 60% and even 100%. Today there are many and more sophisticated ways of “sowing” but the principle remains the same. The more prospects you contact, the more times you tell your story, the more chance you have of converting a suspect into a prospect and a prospect into a customer. If you do it often enough, the law of averages dictates you will find customers based on the number of approaches. It certainly entails rigorous self-discipline but “results” are the name of this particular game and, in the first instance, you’ll make up in numbers what you lack in skill. Over time, by study and application, the skill factor increases and so does the conversion rate. This truth is incontrovertible, but many supposed professional sales people still refuse to accept it. Why? Because, as an exceptionally wise man once observed: Selling is Simple; not Easy, but Simple and that, of course, means consistent well planned prospecting activity. Knowing what to do is the simple part of the equation – doing it, day after day, even though it’s easy, requires perseverance from a special kind of person and this will come through sales training.
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