He's a natural born salesman. This statement infers that the ability to sell is an inherent one; that the person possesses natural born talent. BALONEY. There are naturals but they are few, very few, and far between. Very far between. The natural who cannot answer technical questions is going to lose the order to a salesperson who may not be as glib or personable, but can show the value and appreciation of his or her product.
Personality and hospitality can get you far, but not to the finish line. If you continue to rely on your congeniality you are going to lose to the salesperson who shows charts, reports, analysis, tables and anything else that helps make the decision process easier.
Salespeople who are friendly and popular will always have a place in sales, but the salesperson who answers the question “What have I done to successfully complete the sale” is the one who will get the order more times than not.
Finding the hot button, satisfying the customer's needs while using the tools you have at hand and your selling skills is the way to make sales.
GOOD SALESPEOPLE ARE MADE NOT BORN.
For more on this subject Refer to my blogs on, June 9TH, July 31ST, Oct 26th.
Thank you
Joe D'Ambra
www.basicsofsales.com
Sales Blogs offering sales tips
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