Successful Selling

is certainly about technique: how to do a great pitch, how to ask great questions and of course how to close to the next step. But like any skill, such techniques can be done well or badly. When an individual is motivated and feeling resilient and supported he/she tends to do them well. When demotivated they tend do to them badly. The latter is dangerous as it clearly leads to a slippery slope of poor results, reluctance to make another call, further de-motivation, trying to escape by looking for another job etc.

So where does motivation and resilience come from? In the high performer it comes from an intrinsic self-worth and a desire not to be beaten which itself comes from the experience of having been thorough those loops of apparent failure and got out of them. 

For the novice it must come from leadership and clear direction. Sales leadership is not done from a cubicle nor from a keyboard. It's done on the road, it's done by listening in on calls, reviewing proposals and relentless coaching. The returns are high. Lead from the front and then all of your team will slowly but surely become high-performing and apparent self-starters. Then you can move on up the ladder yourself. Job well done.

Bonus 1: Selling Without Tears, free dowloadable PDF.

Bonus 2: Sell Brilliantly, instant payable on kindle.