Get Good at Sales

Author

Dileep Karri
November 13, 2022

Selling isn't slimy. Selling is misunderstood. Selling is helping people get what they want. Everything is selling. Hiring. Recruiting. Pitching etc.

Great salespeople have emotional intelligence, persistence, and belief in their product. They see "no" as getting closer to "yes."

The salesperson needs to communicate everything clearly.

The best advice for this is to think clearly and use simple words and phrases to convey your thoughts.

To develop clear thinking, you need to be clear of ego, have an ownership mindset and long-term thinking.

Sales is a percentage game requiring conviction and optimism. Smile, tell stories, build relationships. Don't look at wallets; look at hearts. Skilled salespeople divine what people want and work on that hierarchy of needs. As Philip Delves Broughton writes in Life's a Pitch, sell what you believe in and believe what you sell.

Pete Kazanjy is someone I follow for anything sales related. His advice on discovery is spot on.

Discovery as much about REVEALING to the prospect new truths they were unaware of, through thoughtful directed questions.

Kind of like a socratic questioning.

Selling is as much about who you are as the prospect. We all sell, so see it as an art to master rather than shy from. Selling keeps companies alive.

The next part of the selling process is negotiation.

Best negotiations are done with kids. Great advice by Ana Fabrega on negotiation.

Negotiation is not about compromise or understand demands. It is about helping people arrive at a right decision by guiding their thinking

Resurrect lost deals by following these wonderful tips:

If the lost deals are due to budget or timing, do keep in touch and be available to grab the opportunity once they are ready.

Also, like any other skill, sales can be learned, and we can get better with deliberate practice. Selling teaches critical life and business skills. Empathy, likability, and resilience make top salespeople and leaders. The best executives meet customers face-to-face. They want to understand buyers' needs and what motivates them.

Let's embrace essential sales skills - emotional intelligence, persistence, and resilience to "no." Selling, at its best, is about deeply understanding people and helping them get what they want. It's a beautiful human act.

In summary:

  • Be good communicators.

  • Discover the pain points.

  • Negotiate well.

  • Try to resurrect and close lost opportunities.