What does it take to become an Optimal Sales Professional? What does this even mean? Think about sales people you know who are really at the top of their game on a consistent basis. What are some of their unique characteristics? Why does selling seem so easy and natural to them? The answer to this question lies in understanding the three contributing factors to optimal performance. Though this will be illustrated in the context of a sales professional, the same principles apply to most professionals.
This is the foundational piece that all must have in terms of product presentation, value proposition articulation, coaching skills and confident communications. For any sales person these are the foundational skills that you must have. This KNOWLEDGE provides information to prospective clients and establishes credibility, but it’s not the only reason people will buy from you.
Every one of us is shaped by our unique characteristics, mannerisms and traits that define our personality. Knowing and understanding what these are help align strengths and particular styles. In a sales situation, this might help distinguish whether somebody is a hunter or farmer, better at selling commodity versus technical, or more suited to a particular product line within their organization. Helping sales professionals, through understanding their PERSONALITY, align with where, what and how they sell sets them up for success.
As part of any selling (or buying) process, emotions play a very significant role. These can manifest either knowingly or unknowingly and can make or break a deal. You might have the best product at the lowest price but if any negative perceptions abound this can kill the deal. Perceptions are formed on the basis of observed behaviors and these behaviors are triggered by emotions. EMOTIONAL INTELLIGENCE helps sales professionals to be highly aware of both themselves and their potential clients in order to ensure a positive perception. This in turn feeds the generally accepted fact that we justify logically but decisions are largely influenced by emotions.