When it comes to having a successful career in sales, there are only two key things that will help you stay at the top of the game - relentless curiosity and unwavering passion for learning.
Yes, you could be a phenomenal negotiator or an exceptionally charismatic presenter (and these are, of course, incredibly important skills to master), but unless you are truly passionate about learning all there is to know about your role, your company, your clients and your industry, your success will be short lived.
I often compare sales people to professional athletes. The popular belief is that sales is all about talent and no skill, when in reality it’s a lot of hard work behind the scenes. Just like you don’t see all the blood, sweat and tears that go into winning a gold medal, we rarely ever see the time and effort that goes behind winning a pitch.
My absolute favourite part of the job is getting to know my clients and what makes them tick. This requires not only getting to know your main contact but also all other teams that might be using our market tracking and analytics solutions, including sales, marketing, revenue management and even the execs. What helped me become better at that was continuously working on questioning skills. After all, if you’re not curious enough about learning about how your clients work and what keeps them up at night, how can you be sure that your proposed solution will add value to their business? And if it doesn’t add value, why should they invest in it?
This is why I would encourage every young sales professional to attend The National Sales Academy’s this November. It’s a day dedicated solely to personal development for the advancement of sales professionals. With a jam-packed agenda full of insight, new techniques, easy to apply take-away tips and much more all with the purpose of improving your sales performance, it’s definitely a worthwhile day out of the office. I’m certainly going!
Here’s a preview of what you can expect:
- Julie Holmes: "The Million Dollar Question - Using questions to connect, direct and
sell more effectively"
- Andy Preston: "Stand-Out Selling: Who to Call, When to Call & What to Say?"
- Warren Knight: "Social Selling in a Digital Age"
- Jeremy Malindine: "Reframing 'Selling' to 'Buying' in the Customer Experience"
- Richard Newman: "How to Increase Your Impact & Influence"
- Simon Hazeldine: "How Storytelling Sells More Products?"
- Sir Clive Woodward: "The DNA of a Sales Champion"
I would like to finish this post with one of my favourite quotes from Loyal ‘Jack’ Lewman who once said to ‘never stop learning; for when we stop learning, we stop growing.’ So, what are you waiting for? Book your tickets NOW! #NSA18