Fun Ways to Critique Salesmen (and Women)

Most people involved in business are in the game. Some play it differently that others, some do it well and some poorly. So how do we decide who plays the sales game pretty well and who has us running for the hills?

In most businesses the products are all basically the same. Most of you sales types are probably done reading considering I've taken away your competitive edge. But read on and call the ugly beast what it is.

If you're a broker then most of your competition will have access to the same types of discounts that you do. It's very rare that a salesman's relationships with their wholesalers are so good that they get an additional break. Usually if their relationship is that good they aren't reading this article or taking my classes, they will have mastered everything that I teach when it comes to sales. The industries that come to mind most often are stock brokers, insurance agents, and mortgage brokers. The same can be true for MLM where everyone thinks/knows/believes their products are "special."

Unique or not the truth is that most of our products are relatively the same to a buyer. A buyer has a problem and you, the professional, have a potential solution to that problem. People who get the account (or the sale) for prospective clients are people who listen closely to their prospects needs, wants, and don't wants, people with credibility and experience, and people who have our best interest at hand instead of theirs.

Signs to see whether you or your sales team isn't violating these principles are very simple. A good salesman (woman) does his due diligence on his prospects' needs and wants. They will be well aware of their clients' main form of business and potential items they will need to perform a good job.

If the salesman doesn't understand any of the above they will should dig deeper to ensure they know exactly what their prospect means. A lack of interest in one's prospects and a misunderstanding of their needs is a fast way to blow the sale.

Experience, especially when dealing with a big company is very important. Very rarely do people want to work with an undeveloped or unskilled account saleswoman. If this is your situation, I would suggest finding a way to team up with a more seasoned professional. Work out a deal that can help the both of you become profitable and will help you learn the industry faster. The only way to battle inexperience is to gain credibility. There is no time line in this area. You will simply know when you are ok to go venture out on your own.

Think long term. If you have your client's needs placed in front of yours you will quickly gain a repeat customer and access to their network. If you are a selfish thinker interested in the quick sale you might have strong short term success, but rarely will you go far in your income or your life while selfish

Give yourself an assessment to see how well you do all of the above. If you're having trouble in these areas I suggest getting some coaching or taking some classes. This article should provide a lot of the basics you will need and to master them will take working on these skills over and over until it's second nature.
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