I have a motto in sales: "It's never about the sell, it's always about aligning values and adding value." In saying that, you may know how to align values with your clients by making what's important to them important to you.

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If you don't believe you are cut out for sales, there is probably a valid reason for that.

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Being competent at what you do is a good start, but it's not enough to be the best.

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Recently I almost committed to a builder to develop a new house, largely because the salesperson had such a great selling tool. This company was smaller and less credible than the other builders, and the salesperson was not as confident or charismatic as his competitors, yet his main sales tool created such as sense of buy-in that it levelled the playing field.

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A willingness to learn and keep on learning is essential to a salesperson's success. When you believe you have nothing else to learn, life will usually find a way of proving you otherwise.

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Following-up is one of the most underrated and underutilised skills of selling. And yes, following-up is a learned skill, much like proactively generating new business opportunities or influencing people to take action on a decision.

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My fiancée and I are currently in the process of building a new house for our ever expanding family. Last Sunday we met with a sales consultant from one of our short-listed builders, in fact the preferred builder, to negotiate the final terms. What surprised me in this meeting was how little he tried to influence us and build our confidence in making the right decision.

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Last weekend most of us threw ourselves at our TV screens in absolute protest as the final siren sounded with the Saints and Pies locked at 68 points all. The AFL world went into meltdown as the outcome rattled the very foundations of our expectations, “No winner... what the?!”

 

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I love being around passionate people that glow with so much energy ― it's contagious!

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Glenngary Glen Ross (released in 1992) is an iconic sales movie starring young versions of Alec Baldwin, Al Pacino, Kevin Spacey, Ed Harris and Jack Lemmon, among others. If you're in sales and you haven't watched this movie, go and hire it. For no other reason than to remind you of how disturbing the techniques of 'traditional selling' were and still are today.

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