Lessons For Salespeople

Having been in the sales industry for more than 25 years, I’m often asked for tips and advice. At the age of almost 50, I work with many people half of my age and usually reply, “Kid, I have shoes older than you.” But because I love teaching and coaching young sales talent, I follow that quip with a few pieces of advice I have gathered in my time as a sales person. Here are 8 sales lessons I’ve learned during my career.

SALES LESSON 1: BE YOURSELF.

Stay true to who you are, your passions and what makes you unique, and translate this to your work. The most effective sales people are enthusiastic and honest about their product. It shows in their pitch and presentation, and usually emotes from their heart.

SALES LESSON 2: KNOW YOUR STRENGTHS AND WEAKNESSES.

Effective sales people work hard to sell the right product in the right situation. This philosophy gives a sales person great confidence, which is powerful and effective in sales. At the same time, it’s important to know when your products or skills are not a great fit.

At Acquirent, we decline to work for more than 90% of the businesses that inquire about our services. If we don’t believe we can be successful, we are honest and upfront about our capabilities and we don’t waste their time or money.

Knowing your abilities, your strengths and your weaknesses will help you identify what products and services you’d be most effective at selling.

SALES LESSON 3: SALES IS ABOUT GIVING, NOT TAKING.

The more you give away in your consultative approach or your willingness to trust a prospect, you will receive this offer of generosity back in spades. As Zig Ziglar says, “Stop selling. Start helping.” Find ways to give back and focus on client needs.

SALES LESSON 4: HIRE PEOPLE WHO ARE ACADEMICALLY SUCCESSFUL.

I have found that hiring people who have had success academically is more important than people who have majored in business, marketing or economics. This is not to understate that many great salespeople earned degrees in these areas, but I have seen many great salespeople who have had a wide range of interests, can carry on conversations with different people and who are curious about others.

SALES LESSON 5: NETWORKING DELIVERS RESULTS.

I’ve always heard I am an effective networker, but I’ve never understood why. However, networking is about strategically meeting people to advance your goals.

I have always approached networking as an opportunity to another person or organization with the hopes it would be reciprocated. With that approach, I have been successful at networking due to a tremendous love of people, a desire to help others and a willingness to give before I receive.

SALES LESSON 6: A LITTLE EXTRA EFFORT GOES A LONG WAY.

I never settle for mediocrity and expect our team at Acquirent to demand more than average from themselves. Most salespeople strive to meet their quota, I have never been satisfied by hitting quota and always strive to make the extra call, catch the earlier flight and ask for the order—no one has ever punched me for asking for the order.

SALES LESSON 7: KEEP BALANCE IN YOUR LIFE.

I have always worked to keep my life focused on my family and my work. This simplicity has allowed me to make decisions easily.

I coached all of my children’s basketball teams, never missed their plays and have been an engaged husband and parent for 25 years. This is only been a result of keeping my life simple and focused, and working long hours.

SALES LESSON 8: NEGATIVE SELLING IS UGLY.

As a business owner for most of the last 25 years, I have bought many services from pencils to enterprise software solutions. I always appreciate when a sales person could be fair and objective about their competitor’s strengths and weaknesses.

When a salesperson is quick to criticize something Acquirent has done in an effort to make their product or service look favorable, they must be sensitive that someone at Acquirent bought that product or service. Be careful not to insult the buyer.