Being a real professional
Are you a pro or an amateur?
First off, welcome to the first edition of the Tuesday Tune-up! I appreciate you being here and I hope that this newsletter delivers on its promise….. to make you a better sales professional.
And its within that spirit that I felt it most fitting to start with an idea that seems pretty simple, but rarely happens.
Becoming a true sales professional.
You see, the sales ecosystem is full of fraudsters and amateurs. No, I’m not implying that they actual defraud their customers, but they are not what anyone would call “Professionals” in the typical sense. This business is rife with people that were popular in high school, became a bartender after they graduated, and managed to piece together employment selling “a little this and a little that.”
But… just because you’re talented at something, doesn’t mean you’re at a professional level. In the same sense that having the ability to throw a foot ball doesn’t mean you qualify for the NFL, being able to structure a rough conversation together doesn’t allow you to be considered a ……professional sales person.
The legal definition of being a professional is:
“A person who has mastered a high level of expertise in a subject, notion on field.
So, to be professional means that you must start with being an expert. You must know your craft, inside and out. You must study it, dedicate time to it, and learn it. Talent is not part of the equation, only expertise, and you must master it at a high level. Certainly this is not something that will happen by accident…. but happens with intent.
Doctors dedicate themselves to practicing medicine
Lawyers dedicate themselves to law
Teachers dedicate themselves to education and learning standards
Sales professionals dedicate themselves to learning the art of selling
So where to begin?
The first step is defining that you want to be a sales professional in the same way a doctor decides they want to be a doctor. This is not to be taken lightly… Are you committed to being a professional? Or are you contempt being an amateur?
Assuming you want to be a pro, then here’s some of the things that will set you up to master the art of selling.
Continuous Learning:
Stay informed about your industry, products, and services.
Regularly update your skills.
Subscribe to newsletters like this one
Grab a sales book
Have someone shadow you and provide feedback
Build Strong Communication Skills:
Email and text are more important than ever. How are your skills?
Active listening is crucial. Understand your clients' needs and concerns to tailor your approach.
Learn to ask open-ended questions to gather information and foster a deeper understanding of your clients.
Establish Trust and Credibility:
Be honest and transparent in your interactions with clients. Trust is a cornerstone of successful sales relationships.
Deliver on promises and commitments to build credibility.
Showcase testimonials, case studies, or success stories to demonstrate your track record.
Have a Customer-Centric Approach:
Focus on understanding your customers' needs and providing solutions that add value.
Tailor your sales pitch to address the specific challenges and goals of each client.
Effective Time Management and Organization:
Prioritize your leads and opportunities based on potential value and likelihood of success.
Develop a structured sales process and follow-up strategy to keep deals moving forward.
Networking and Relationship Building:
Build a strong professional network within your industry.
Nurture relationships over time, as referrals and repeat business often stem from a foundation of trust and positive connections.
Remember that becoming a professional salesperson is an ongoing process. Continuously seek feedback, adapt to changes in the market, and always be open to refining your approach based on the evolving needs of your clients. This is not a destination, it's a journey.
So, what are you? Are you a professional or are you an amateur? Most importantly, what is it that you want to be and how are you taking steps to get there?
Happy hunting.