“Be honest with yourself about where you are across all these five areas and address those that need work head-on. Ask for help from your sales leader. Be conscious of them, and they’ll really be what drives your success more than anything else you do.” – Will Milano in today’s Tip 1520
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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 from Will Milano. Will is a B2B marketing leader and brand strategist with over 20 years of experience developing impactful strategic marketing functions for professional services brands. He is currently CMO for Integrity Solutions, a leading sales training & development firm based in Nashville, TN, and host of the Mental Selling podcast. Here he is:
Will Milano: A salesperson’s attitudes, their motivations, and their beliefs play a huge part in sales success. Think about it, 70, 80, probably 90 % of what drives a salesperson’s success are these internal factors. And yet the degree of coaching and training that actually focuses here is typically pretty minimal. We’re going to talk briefly today about five dimensions that you can think introspectively about that are the real drivers behind these attitudes and beliefs.
The first is your view of selling. It may sound simple, but a lot of salespeople get into the profession by accident or by chance. Do you really view selling as finding needs, uncovering needs, bringing value, or are you interrupting people’s day? Are you helping your customers make buying decisions that are in their best interests? Or is sometimes selling about being manipulative or pushing to get what you want at all costs? You’ve got to be really honest about what your core view of selling is and address it head-on.
Second is view of your abilities. This is really simply your confidence, your confidence in your ability to make a difference and articulate that value. It’s things like your view of your ability to get and host meetings with senior-level executives.
The third is your values. Everybody strives for things like honesty, integrity, doing the right things, but you’ve got to really go beyond just the buzzwords and get very clear about the specific behaviors and attributes behind them. How are you showing up in the room? What’s your brand as a salesperson? And do your values match what your organization claims that it stands for? That’s another one to get really honest about.
Fourth is your commitment to activities. So this is things like, are you checking boxes throughout your day just to get things done off your to-do list? Are you staying “busy?” Or are you doing the results producing activities that will really create and advance opportunities for you?
And then fifth is your belief in product. This is the degree that you really show the passion and advocacy for what your products and services say that they’ll do. Your customers are going to pick up on this one way or the other. If you truly believe in what you’re representing, then your customers are going to believe in what they can do for them as well.
Are these five dimensions in alignment? If one or more are not, the others are inevitably going to suffer, and you won’t succeed to the degree that you’re really capable of. One of the areas may be weak, but that might not be the problem. It might actually be the symptom of a bigger problem.
So be honest with yourself about where you are across all these five areas and address those that need work head-on. Ask for help from your sales leader. Be conscious of them, and they’ll really be what drives your success more than anything else you do.
Scott Ingram: For a link to subscribe to Will’s Mental Selling Podcast and to listen to the episode that we did together, just click over to DailySales.Tips/1520. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!