The Sales Advantage

By Steve VerBurg

The Sales Advantage

Sales Evolution

Last week when my wife picked up our youngest son from school, she met someone new. During the conversation, she was asked what I do for a living and she mentioned coaching and Dale Carnegie Training. Typically this type of conversation leaves the other person asking more or nodding politely. To my wife’s surprise, she was met with a pessimistic response coupled with an unfriendly attitude: “I took some sales training through work before and didn’t find it worked to well.” I laughed when she told me his response. It is usually the sales people that don’t like to be trained who struggle month to month trying to make quota and blaming everything except themselves when it comes to their performance. If you reach a point in your life when you think you can’t learn anything more about sales, it is time to retire. You are obsolete!

The world is constantly evolving and changing. Do you think you can sell the same way today as you did five years ago? The answer is NO!! Sales professionals know that every time they add a small tool to their evolving sales arsenal, they will make it back in commission tenfold. Sales professionals need to understand how sell better, faster and with less in order to take advantage of new markets, technology and changing regulations. If you want to continue to evolve and grow your sales, think BIG.

B – Bring an attitude of humility. The biggest obstacle that most sales professionals have is their own attitude. Be open to learning new techniques, reading new books, and networking with other successful people in your industry.

I – Incorporate small changes. It will feel a lot more comfortable for you to make small adjustments, rather than waiting until you have to make a big one. The key here is to evolve over time with new techniques and information you have gathered. The stumbling block for most sales people is that they try and change too much, too quickly and only when it is too late.

G – Guide others. There is no better way to learn than to teach others. Become a mentor to those in your company. Set a weekly or monthly meeting and teach them the new things that you are learning on a regular basis. You will quickly find that they can teach you as much as you can teach them.

If you want to evolve and be a BIG success remember to never stop learning!!!

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