Awesome sales people - born or trained?
Discussion
Over the years I have worked / dealt with a number of sales people ranging from the damn-right awful to the damn-right great.
Are these people "born sales people" or are they taught their trade?
Of course - I know these people have been on training courses and the like but some of them are awesome at what they do and I am starting to think that it's just natural talent on their behalf and they are born to sell.
What are people's views on this?
Any stories of awesome closers?
Are these people "born sales people" or are they taught their trade?
Of course - I know these people have been on training courses and the like but some of them are awesome at what they do and I am starting to think that it's just natural talent on their behalf and they are born to sell.
What are people's views on this?
Any stories of awesome closers?
Broken Hero said:
mixture of both IMO
Yes but lets take two examples shall we. Tony Blair....natural salesman, I take my hat off to his ability to sell. Honed with media training be became teflon Tony.
Gordon Brown, he couldn't sell Gold to an Indian, everytime they try to get him to 'smile' or look 'warm' it's hideous, no matter how much training he gets.
The innate 'likability'/'trustability' must be there. It's just like pulling girls, we know we're just after a shag, they know we're just after a shag....the sales pitch is about convincing them that it's fine to proceed to closure.
Born - IMHO!
But find an "intelligent" salesperson and they are worth their weight in gold.
Most "good" salespeople are only good at one thing and have only one tune to play - move them out of their comfort zone and it gets messy - the latter is what separates the meat from the chaff!!!
A great example of this is one female (nameless) who announced on national telly recently that she was indeed the best salesperson in Europe - having displayed absolutely ZERO selling ability during the onset - she crashed and burned for all to see.
Probably an average salesperson - very aggressive, opionated, gobby etc etc and not very bright - hence "youre fired" LOL.
People who think sales is about agression, opinionism, directness, intolerance etc are good for one thing only!
IMHO of course.
khushy
But find an "intelligent" salesperson and they are worth their weight in gold.
Most "good" salespeople are only good at one thing and have only one tune to play - move them out of their comfort zone and it gets messy - the latter is what separates the meat from the chaff!!!
A great example of this is one female (nameless) who announced on national telly recently that she was indeed the best salesperson in Europe - having displayed absolutely ZERO selling ability during the onset - she crashed and burned for all to see.
Probably an average salesperson - very aggressive, opionated, gobby etc etc and not very bright - hence "youre fired" LOL.
People who think sales is about agression, opinionism, directness, intolerance etc are good for one thing only!
IMHO of course.
khushy
Edited by khushy on Tuesday 20th May 13:22
Selling is remarkably simple, yet many people that end up in sales aren't committed to following a process day in-day out for years at a time.
Three things I hate in a salesperson:
Flash / Brashness
Cheesiness
Lying to gain a false close, then failing to deliver on a promise
Three things I love in a salesperson:
Honesty.
Determination.
Calmness.
There's nothing worse than a salesperson that thinks he's Johnny large-potatoes. I've ended up with these types on my teams before and they've lasted a matter of days. If that!
I once worked with a young guy who was an awesome cold caller. I mean he was absolute mustard... put me to shame with his conversion rate... the guy could get 5 appointments from 20 calls (In recruitment, which is about as tough as it gets).
Trouble was, he was a lazy s
t, so every few weeks he'd have a little flurry on the phone and line up some appointments. Then relax for a couple of weeks, never bothered to deliver candidates when he got the role and terms agreed. The best caller in the office earnt the least out of all of us.
Consistency and follow up are the two things you need more than raw personality
Three things I hate in a salesperson:
Flash / Brashness
Cheesiness
Lying to gain a false close, then failing to deliver on a promise
Three things I love in a salesperson:
Honesty.
Determination.
Calmness.
There's nothing worse than a salesperson that thinks he's Johnny large-potatoes. I've ended up with these types on my teams before and they've lasted a matter of days. If that!
I once worked with a young guy who was an awesome cold caller. I mean he was absolute mustard... put me to shame with his conversion rate... the guy could get 5 appointments from 20 calls (In recruitment, which is about as tough as it gets).
Trouble was, he was a lazy s
t, so every few weeks he'd have a little flurry on the phone and line up some appointments. Then relax for a couple of weeks, never bothered to deliver candidates when he got the role and terms agreed. The best caller in the office earnt the least out of all of us.Consistency and follow up are the two things you need more than raw personality
sebo said:
Over the years I have worked / dealt with a number of sales people ranging from the damn-right awful to the damn-right great.
Are these people "born sales people" or are they taught their trade?
Of course - I know these people have been on training courses and the like but some of them are awesome at what they do and I am starting to think that it's just natural talent on their behalf and they are born to sell.
What are people's views on this?
Any stories of awesome closers?
I think it tends to depend on the product. Are these people "born sales people" or are they taught their trade?
Of course - I know these people have been on training courses and the like but some of them are awesome at what they do and I am starting to think that it's just natural talent on their behalf and they are born to sell.
What are people's views on this?
Any stories of awesome closers?
The more complex the product the more natural sales talent outweighs anything that can be taught.
You take the small ads, anyone with a bit of work ethic can be taught to sell that, but it's only the guys with natural talent who tend to get promoted onto full ad sales where a sale is more dependant on the ability to form a professional working relationship/raport.
KingRichard said:
Selling is remarkably simple, yet many people that end up in sales aren't committed to following a process day in-day out for years at a time.
Three things I hate in a salesperson:
Flash / Brashness
Cheesiness
Lying to gain a false close, then failing to deliver on a promise
Three things I love in a salesperson:
Honesty.
Determination.
Calmness.
I completely agree with the above and would place myself in the latter categoryThree things I hate in a salesperson:
Flash / Brashness
Cheesiness
Lying to gain a false close, then failing to deliver on a promise
Three things I love in a salesperson:
Honesty.
Determination.
Calmness.
However, being 'loveable' does not necessarily a good salesperson make 
There are many ways of selling - a good cold caller/appointment maker would probably not make a good account/business development manager.
Of the sales people who have been trained - what's the format usually?
Classroom and role play with the trainer being a particularly difficult customer?
I find it interesting that people are happy to call up complete strangers and ask them for money (probably why I am not and never will make it as a sales person) and then persevere until the they say "yes".
A relative of mine sells mobility devices (wheel chairs, crutches etc) to health centres and does quite well from this financially (basic + comms) but I am not sure I could get passionate about flogging bed pans to healthcare professionals.. although I guess we all need to put food on the table.
Classroom and role play with the trainer being a particularly difficult customer?
I find it interesting that people are happy to call up complete strangers and ask them for money (probably why I am not and never will make it as a sales person) and then persevere until the they say "yes".
A relative of mine sells mobility devices (wheel chairs, crutches etc) to health centres and does quite well from this financially (basic + comms) but I am not sure I could get passionate about flogging bed pans to healthcare professionals.. although I guess we all need to put food on the table.
Well I believe that sales people are born that way and can't be trained. I speak from experience!
My last employer had a sales/marketing team. They had a common background, they all started off on the technical side and got into sales. They were OK.
I needed to recruit two new sales people into the team and looked at three options:
1. Take an existing technical person and train them in sales.
2. Poach a sales guy from a competitor, or recruit from a supplier/client.
3. Recruit a sales professional from another sector/industry.
We worked in construction and the two I recruited, 1 male & 1 female (yes in construction!), were from the media industry and mechanical engineering. However, they were both very professional sales people. They were successful despite not having intimate knowledge of what we did. They just seemed to be able to build relationships and open doors, they were honest and had exceptional communication skills.
I did a bit of research in this area for my masters and it really boils down to 'emotional intelligence'
Alicat.
My last employer had a sales/marketing team. They had a common background, they all started off on the technical side and got into sales. They were OK.
I needed to recruit two new sales people into the team and looked at three options:
1. Take an existing technical person and train them in sales.
2. Poach a sales guy from a competitor, or recruit from a supplier/client.
3. Recruit a sales professional from another sector/industry.
We worked in construction and the two I recruited, 1 male & 1 female (yes in construction!), were from the media industry and mechanical engineering. However, they were both very professional sales people. They were successful despite not having intimate knowledge of what we did. They just seemed to be able to build relationships and open doors, they were honest and had exceptional communication skills.
I did a bit of research in this area for my masters and it really boils down to 'emotional intelligence'
Alicat.
I think some natural talent and then good grounding in the early years........I also think the very best performing sales people burn out, where as a steady eddy might have a longer shelf life. In my selling career when I felt I was becoming stale a change of scenery (ie a new job) did the trick.
someone said:
I find it interesting that people are happy to call up complete strangers and ask them for money
Ah - but that's precisely (missing the) point!!I don't see how anyone can be a truly good salesperson unless they truly believe in the product or service - and the benefit it confers. That or acting.
It has to almost be about everything BUT 'asking for money' - you have a point of view (e.g. insurance is good for you, this electricity supplier will make a real difference for you, etc.) - you're a human, they're a human - simply communicate your point of view effectively. If your point of view is valid (& it should be, to you) - then why on Earth should the next person not see things the way you do - especially when it will benefit them to do so?
It's not an exercise in persuasion - but one of communication. Honed to an art-form often, admittedly.
You should be as enthusiastic about a sales call as you would be to call up a friend and tell them about a one-day price-crash at your local car dealer. You could call up a stranger and tell them that, couldn't you? That's a cold-call and a sell ('I think you should wish to benefit from being able to buy a car cheaply').
It does boil down to IMO passion, personality - and a genuine belief in what you do - the money should be by-the-by.
Arif
Edited by Arif110 on Thursday 22 May 00:04
I think that the best salespeople are born as decent, communicative types who are prepared to listen as well as talk to clients.
They have to identyfy the customer's needs and then come up with a solution that fills that need - and sell it to the client.
I hate calls from people who seem to read from a script, don't want to listen and won't take no for an answer.
I'd rather listen to an honest interesting person anyday than someone lecturing me on what I need - especially if I don't need it.
They have to identyfy the customer's needs and then come up with a solution that fills that need - and sell it to the client.
I hate calls from people who seem to read from a script, don't want to listen and won't take no for an answer.
I'd rather listen to an honest interesting person anyday than someone lecturing me on what I need - especially if I don't need it.
I have found running sales people to be like a football team, the ones with the natural talent are generally the lazy ones who cause you all the problems and always have issues to deal with, they'll have a fantastic month then go to sleep and you have to put your arm around them and tell them how wonderful they are and how there so much better than this!!
Then you have the plodders who are not as naturally talented but do ok everymonth, never give you any grief and can take a roasting when they need it.
I've found the best solution is to have about an 80/20 mix 20 being the "superstars"
it's not rocket science, selling is easy it's made difficult by sales people. The more calls you make the more business you will get, it's that simple
Ive been in sales all my life and have been branded as being lucky on many occassion and it's a funny thing the harder I work the luckier i get!!
So in answer to your question yes you can teach anyone to sell but it's all about there personality!!! the person you are directly relates to the kind of sales person you will be.
Anthony.
Then you have the plodders who are not as naturally talented but do ok everymonth, never give you any grief and can take a roasting when they need it.
I've found the best solution is to have about an 80/20 mix 20 being the "superstars"
it's not rocket science, selling is easy it's made difficult by sales people. The more calls you make the more business you will get, it's that simple
Ive been in sales all my life and have been branded as being lucky on many occassion and it's a funny thing the harder I work the luckier i get!!
So in answer to your question yes you can teach anyone to sell but it's all about there personality!!! the person you are directly relates to the kind of sales person you will be.
Anthony.
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