IT’S NOT ABOUT YOU.
No matter what you’re selling. ✨
This week, Head of Sales at Parallel Markets, Lacy Mile, reminds us all that a good ear for listening and #EmpathyAtWork are two important qualities for sales success. Lacy, welcome to the #Salestage!
🦄 QUALITIES FOR GOOD A SALESPERSON
For me, it’s my drive/resilience, competitiveness, interpersonal skills, and one that I don’t feel is spoken about enough: empathy.
Good sales people listen, recognize the pains of their prospects, and then try to solve their problems. This is why I believe empathy and then communication skills are key.
I do think different qualities can make others good at sales as well, but usually a few of these are on everyone’s list.
🎁 TEAM MOTIVATION
Trick question! This isn’t a one size fits all answer. My take on this is to ask my team. “What do you want? What would make you push harder? How do you like to be recognized?” etc. and run with it. This is going to be different for each team.
🥶 BIGGEST CHALLENGE IN SALES
#ColdCalling. When I first got into sales, I didn’t want to “be a bother” so I was first hesitant to call, and then once I did, hesitant to push or challenge.
Overcoming it for me, was literally just making myself do it. First, making myself make a certain amount of calls a day, and second, always challenging myself to ask one more question, one more “why not”, etc.
This also included experimenting with tactics and thinking, “what’s the worst that can happen?” They hang up? Who cares!
👋 ENGAGING PROSPECTS
The biggest thing here for me is make it all about them. They don’t care about you or your product achievements. Relate to them, solve something for them, talk about them.
🔎 USING TECH TO SOURCE PROSPECTS
You need technology to source prospects using tools such as ZoomInfo, LinkedIn Sales Nav, etc. But as far as technology just giving you lists? I think you often need a human eye/touch/research to key in on the right prospects.