Entering the world of sales can be an exhilarating yet daunting adventure, filled with twists and turns that are often influenced by the specific market you’re diving into. Nonetheless, one fundamental truth remains constant: building relationships is at the core of all successful sales endeavors. Let’s take a deep dive into what it’s like to start a career in sales.

Being in sales is complicated, and it’s also not. Let’s begin by acknowledging the elephant in the room – self-comfort is your superpower. You cannot be a successful salesperson if you’re not comfortable in your own skin. To be truly effective, you must be at ease with your level of industry knowledge, your ability to communicate, and your self-confidence. Let’s delve a bit deeper into each of these facets, as they all play a crucial role in the world of selling and making money.

Your Level of Knowledge

Surprisingly, in sales, you’ll find yourself in a perpetual learning mode. Industries evolve, and you must adapt. Embrace the notion that you may never become a true expert, and that’s perfectly fine. Every level of knowledge you attain is bolstered by your willingness to learn more. When you encounter challenging customers or prospects who flaunt their expertise, keep in mind they might be puffing more than they’re puffing up. Customers who seem overly knowledgeable and belittle your expertise can sometimes be red flags, signaling that they may not be the right fit for your product or service. If you don’t have the answer to a particular question, it’s entirely acceptable to respond with something like:

“Great question! I’ll need to consult with my team (product, legal, manager, etc) to ensure I provide you with accurate information. Let’s consider this an action item for our next meeting.”

Redirecting a few questions back to the potential customer can also increase the likelihood of securing a follow-up meeting if the initial interest is there. More time spent with the buyer translates into a deeper relationship.

Your Ability to Communicate

Effective communication is your golden ticket in the world of sales. It’s a rare gem that, once acquired, guarantees your success. In sales, this means delving deep during the Discovery Phase and bringing relevant topics into subsequent meetings. It also means addressing issues directly as they arise.

Remember when I started my first real sales job? I was like a little sheep, with my tall manager eavesdropping on my calls. He’d only provide feedback once the meeting ended, asking, “How do you think it went?” I’d share my perspective on whether the prospect was likely to attend the next scheduled meeting and any reservations I sensed. His response was an eye-opener: “Why didn’t you ask?”

That was the green light I needed to be my authentic self. I became bolder, embracing my natural assertiveness. I started calling a spade a spade. If I felt hesitation or disinterest, I’d ask, “Does anyone regret accepting this meeting yet?” with a laugh. By communicating transparently, I got the answers I needed to help my customers. That’s the bottom line – we’re here to help our customers get what they need. My sales communication style includes a dash of spice, direct questions and answers, and a touch of humor to show that I’m not just focused on their wallets.

Every salesperson has a unique communication style. It’s what sets you apart from the rest, so don’t be afraid to infuse your personality into your work.

Confidence

Confidence and effective communication go hand in hand. Even if you’re a great communicator, a lack of confidence is hard to hide. It’s almost more noticeable than anything else you do.

The demeanor you bring to the table can make all the difference. Some people swear by the “smile and dial” approach, while others use mood boards, motivational sticky notes, or inspirational speeches to kickstart their days. They all work, but the key is to find what works for you.

As you embark on your sales journey, embrace the process of growth. Knowledge comes from hard work and adaptability, communication from self-assuredness, and confidence from within. You have the potential to be an exceptional salesperson. Believe in yourself—you’ve got this!

Sincerely, 

The Worst Saleswoman