“The people who are really good at sales are the ones who again, like build relationships, they’re authentic, they ask questions, understand the client’s problems, put solutions that actually meets the client’s problems.” – Stephen Holgate in today’s Tip 101
What are your biggest misconceptions about successful selling?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes in the form or a clip from a brand new episode of the Sales Success Stories podcast which just launched today. Stephen Holgate is the most consistent top performer globally for Dale Carnegie Training and had so many great things to share in this 75 minute long episode, and here’s just a short segment where he talks about one of the biggest misconceptions about what successful selling is all about:
Stephen Holgate: It’s a shame actually because I still think there’s a lot of sales reps that believe that sales is just about talking a good game and getting one over on your clients. I think, I know some people can make sales that way. I know there’s some industries that lend themselves to that sort of thing. I’ve just haven’t seen the really super successful people across different industries do it that way. You know what I mean? There’s this image from the wolf of Wall Street or boiler room where it’s like. “Okay, if you were really cool, tough sales guy, you can convince them in things and you can get one over them and that’s what makes you a hot shot” and it’s like “Man, that’s terrible”. That’s, I know it makes for a great movie and it’s fun and it’s all that the staff, and as I said, maybe some industries, some people can do well with that mentality, but I think it’s a real shame that’s the projection of what sales is. The people who are really good at sales are the ones who again, like build relationships, they’re authentic, they ask questions, understand the client’s problems, put solutions that actually meets the client’s problems. They find the clients that they actually can help and they’re like, it’s salesperson as problem solver rather than salesperson as convince a talk, a good game win over the client.
Scott Ingram: I hope you’ll check out my full conversation with Stephen on Sales Success Stories. You can get there directly at top1.fm/67. Stephen is also going to be turning the tables on me in a webinar we’re doing together for Dale Carnegie on May 21st. We’re going to talk about some of the most consistent themes and guiding principles among real top sales performers who I’ve spent the last two and a half years interviewing. You can get all of those details and register for the webinar at top1.fm/dale, and just for listening Dale Carnegie is going to send you a complimentary copy of the B2B Sales Mentors book. So stop what you’re doing. Pull over if you have to and jump over to top1.fm/dale to get yourself registered.
Then come back tomorrow for another great sales tip.