Sales Tip for December 2005 - Volume 3

Danny Wood is one of New Jersey’s most respected sales force development experts.

His work has been recognized by business leaders and corporate managers for providing their people with the aptitude to realize millions of dollars in additional business that would otherwise have never materialized or been lost to competitors.

"I have finally gained great control over the sales process in my firm."
Marc Blumenthal - Principal
Sax, Macy, Fromm

"Our staff has new confidence and much less fear."
Richard Magid - President
Soundboard, LLC

"I can’t remember the last time I heard, Boss – Our prices are too high."
John Fernandez - Owner
Signmasters, Inc

"Our sales went up 30% since we started with Danny’s program."
Jim Margiotta – President
PBI-Dansensor America, Inc.

Don't Miss Our Next Complimentary, Live Executive Briefing:
December 16, 2005

Dangerous Sales Myths ...
A Sales Person Must Be A People Person

"You're so outgoing and likable, you should get into sales." People often say this, but this statement can be another sales myth. People who are considered to be "good with people" don't necessarily make good salespeople. In many cases, it can actually work against them. A lot more goes into sales than just being likable and willing to talk to people. If you believe that being friendly is all there is to being successful in sales, you could miss the other qualities and skills you need to have (or to develop). Often the outgoing people who we think would make good salespeople aren't willing to do the more difficult things that are necessary to be successful in a sales position. While being outgoing can be helpful, that isn't all it takes to be a good salesperson.

Salespeople's jobs are to sell a product or service. Being outgoing only ensures that if you become a salesperson, you can easily initiate contact and/or that you would be willing to speak with people. This is a good first step, but doesn't ensure any success in sales. People who are good with people are often more interested in being liked by the people they engage with than they are concerned about closing deals. This is where being a people person can become a disaster in sales. The result is that these salespeople have a lot of "friends" who have many kind words to say about the salesperson, but no deals are being finalized. This can be a big waste of time to both the client and the salesperson. The salesperson meets with prospects and clients and wants to be liked, but there is no initiative to get the client to actually do business.

In the sales industry, don't strive to be a people person. Instead, strive to be a good salesperson. There are times when a good salesperson has to be tough, which can lead to being perceived as not likable. Don't assume that being outgoing will net you success. Many introverted people with the right skills will be more successful than a person who is only outgoing. Being a people person can lend itself well to many professions: customer service, management, marketing, sales, etc., but that doesn't mean that any of us are capable of doing any of them naturally, especially not sales. If you are a people person, use that skill as your first step toward a successful sales career. Then work hard to develop the other qualities that can help you evolve into becoming successful in sales.

Sandler Systems, Inc. All rights reserved.

Don't Miss Our Next Complimentary, Live Executive Briefing - December 16, 2005

Click Links for More Info

Danny Wood Enterprises, LLC
201 Route 17 North, Suite 300
Rutherford, NJ 07070
Ph: (201) 842-0055
Fx: (201) 842-0789
 Danny@DWESalesGrowth.com
http://www.DWESalesGrowth.com