Learn to sell... Like the Pro's!

Because sales training is interview training on steroids; because learning to do something well is the greatest confidence builder in the world; because you are "in sales" regardless of the career path you have chosen; and because "it is easier to file down the claws of tigers than to teach sheep to attack."

Sales Strategies for the Serious-Minded!

Every salesperson needs a proven process that includes training, prospecting methods, sales methods, and follow-up methods that consistently generate fresh opportunities.

Sales training process: We recommend that you commit to a formal sales training experience because you will use what you learn over and over again. Take a class (live or virtual) but first research the contents of any learning experience to make certain our recommended sales strategies will be covered in the sales training you select. If the class is offered virtually, make certain that it is taught interactively, not passively. If you like, you can supplement your learning experience by quietly reading advice by established sales champions.

Effective basic sales training includes advice and practice in listening skills, asking the right questions, overcoming objections and closing techniques. Beyond the basics, if you need voice training, get it! If your presentation skills are lacking, get them. There are techniques for virtually every type of presentation from video interviewing through the dreaded board of directors' team presentations.

Learn how to differentiate yourself. For example, an exceptional salesperson (AKA: applicant) creates an image - not a trademark or a slogan - that distinguishes them from the competition. The focus is on the employer or client understanding the impact your offering has on meeting their needs. Remember that everything you do or say underscores the unique advantages of hiring or engaging you, rather than someone else, to solve business problems.

Sales prospecting methods: Gather competitive intelligence as outlined in last month's newsletter. Then, focus your ongoing efforts on building relationships and alliances. If you do this, while working or not, you underscore the importance of knowing people vs. relying solely upon job boards and social networks with connections that have no particular reason to respond to you except in superficial ways. The best sales people use all avenues to find opportunity but they know the value of relationships and they understand the 80/20 rule (80% of all sales are derived from the top 20% of contacts). A similar 80/20 Rule can be applied to the job search: 80% of jobs are found through direct contact and referral sources; 20% are found through recruiters, Internet job boards (the Electronic Want Ads), job fairs and other sources.

Speaking of job boards; not all job boards are created equal. Investigate websites that are particularly suitable to your areas of interest.

Sales methods: Pay particular attention to identifying any "gaps" in your experience, education or skills set. Prepare to answer questions about gaps before you find yourself "on stage" with a prospect. Fill in the gaps by developing and practicing your strategy; especially those gaps that are often found poorly hidden in the myths and biases about older workers. Buy our myth cards. They identify the most commonly held myths about mature workers, offer facts to counteract the myths and tips for positioning your conversations with prospective employers or clients.

Similarly, if you have ever read endless look-alike resumes as we have, please place some value on being creative and original. Customize everything you do. For example, the best sales people use original words that sell and phrases that communicate in an interesting fashion.

From your signature statement on emails to sophisticated professional biographies and interesting websites, there are many more marketing tools than the "old chronological resume" to help you achieve your goals. A visit to the Internet will help you to begin to develop the tools you need to run an effective campaign.

Follow-up methods: The best sales training uses tactics and tools that promote value throughout the sales process including after acceptance or rejection and throughout the employment cycle. Why throughout the employment cycle? Because organizational changes will accelerate as time goes by and you will need to re-sell yourself with new leaders in your shifting organization du jour.