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sales coach Archives - Tadpole Training

Sep 06
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Janet Efere, sales trainer

What makes a great salesperson?

By | sales training | No Comments

As a sales trainer I am often asked, what makes a great salesperson.

People often say it is a skill that can be taught like any other, for example, riding a bike or learning to drive, but actually it is a bit more nuanced than just taking lots of lessons.

Actually there are 3 areas where a salesperson needs to shine in order to be great:

🏆 Skills

In order to possess sales skills, some sort of training, learning or mentoring has to happen. Skills have to be taught – things like a structure, questioning and listening skills, presentation skills.

None of us burst into the world with these things in place.

Then, as knowledge increases the salesperson has a toolkit of skills they can use at the right time in the right place

🏆 Natural Aptitude

Some people will always be better suited to sales than others, in the same way that some people have a natural talent for running, or football or art.

However, without training to bring out these natural talents they might never be discovered!

So qualities such as quick thinking, empathy, perseverence, determination, ability to pick yourself up from rejection and carry on are more prevalent in some people than others. Sure they can be developed with training, but it’s a lot easier if they are there already. The person who bursts into tears every time they get rejected will most likely struggle in a sales role.

🏆 Practice

Sales is not a one time only exercise. Neither is it a theoretical pursuit.

You have to get stuck in and try. This involves repeating a lot of actions, speaking to lots of people, getting stuff wrong, learning, doing things better, learning again and keeping at it.

Malcolm Gladwell famously said that it takes 10,000 hours of practice to achieve mastery. So in sales, you simply have to keep at it day in, day out and you will get better.

So what makes a great salesperson? Well, there is really no magic to it, just common sense.

But you know what they say about common sense….!

❓ If you want to find out how to transform your sales team into great salespeople, let’s chat.

⭐ We can start them off properly then develop them into sales superstars.

Let’s chat: https://calendly.com/jefere/half-an-hour-with-janet

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Feb 04
0
success A to in sales

What is the best way to get YOUR sales from ‘A to B’

By | customers, sales tips, Training | No Comments

How to get your sales from A to B

Would you like to earn more money?

If the answer is ‘yes’, I have another question – would you like to do it easily and authentically?

Assuming you probably said ‘yes’ to that as well, why isn’t everyone sloshing around in too much money? After all, we all seem to want it.

It is probably something to do with the gap between where you are now (A), where you want to be (B) and, most importantly, what to do to BRIDGE that gap.

So where are you now?

  1. Maybe you are stuck in a discounting trap and you are not charging what you are worth
  2. Perhaps you are in a cycle of ‘feast and famine’ because your sales fluctuate
  3. Potentially you are always worried about money
  4. Possibly you see competitors doing better than you, even though your product or service is better than theirs

So where do you want to be instead?

  1. Imagine an endless stream of clients who pay a fair price for what you do
  2. Here you can be working normal hours and spending time with your loved ones and the people who matter
  3. What if you are making a difference to people’s lives instead of treating everyone like a cash machine
  4. Picture being able to have enough money to outsource all the jobs you hate while you so all the things you love

And what is the magic ingredient that can achieve all this? Well, it is sales and selling.

It’s important to focus on this because…

  1. Every business needs sales to survive – if you’re not earning money, it’s not a business, it’s a hobby
  2. Instead of throwing extra money at marketing, you can easily make a ton of sales just by getting better at converting your existing leads or selling more to existing customers
  3. The chances are that you’ve never been taught how to sell, yet there are simple tools and techniques that any business owner can use
  4. You may be able to raise your prices and people will still buy from you, so you will earn more from the same effort

Now is the time to focus on this because….

  1. 4 out of 10 small businesses fail in the first 5 years. That means that nearly half of you reading this might not be here in 5 years time and I don’t want that to happen to you.
  2. The main reason businesses fail is cash flow – and that means sales
  3. It’s noisy out there – social media is bombarding us with messages and adverts from your competitors. You need to make sure you stand out
  4. Lots of small business owners pay their staff and their suppliers before themselves
  5. Once you have lost a day of selling, you will never get that day back – so you will never make up the money you didn’t earn.

So do you want to learn more about how to sell?

You should. Let’s chat:

Janet Efere is an award-winning sales trainer and coach based in North London

5 star tadpole training