And everything you want is a commission, to quote Grant Cardone. Very often, I get comments like: « I don’t know how you do it, I could not work in sales, I am not a good sales person. » I have bad news for you. Everything in life is a sale, and everything you want is a commission.
Here are 3 sales skills that you need to master in order to make your career move forward.
The lost art of cold calling
I stand corrected, not all calls are that cold. Keep in mind that at some point in your career, you will need to call and ask someone you don’t know to get something you don’t have. Maybe you should learn to master that skill now.
The 1st call is always the hardest. The best way to get started is to structure your call in a simple and straight forward way. Introduce yourself. Explain the reason of your call. Give your prospect a reason to help you. Ask for what you want. Shut up.
Imagine. You are an HR manager and you succeed at filling your positions by using cold calls to hunt the best candidates. You’re helping your employer to save thousands of dollars. This is an excellent way to increase your value on the market.
The lost art of follow-ups
Only 2% of your prospects will be ready to do business with you on the 1st call. The magic happens between the 5th and 12th call. You must develop your persistence. A few years ago, I even got a job offer due to the quality of my follow-ups.
Sometimes, I’m told to stop making calls. But at some point, people recognize my persistence and will eventually give me what I need.
Becoming great at follow-ups will help you move your projects forward faster. You’ll be able to get what others don’t because they stop asking and stop after the 1st call. You will be standing out and sometimes, it’s all you need.
The lost art of asking for what you want…
How many times did you make the 1st move with a sales person and this person did not even TRY to close the deal? The only way to get what you want is to ask for it and wait silently. It’s simple as that! Another excellent technique is to assume that you getting a yes and move to the next step. Example : “Will you need financing or will this car be paid cash? »
Let’s not forget all those little « Yes » that you need to get in the sales process. When you get enough of these, it’s very hard for your prospect to go back and say no because saying yes is the only thing that makes sense.
HR People!!! Does it frustrate you when a candidate refuses your offer? Try to get all of those little « yes » while you explain your offer, it’s going to be much more difficult for the candidate to turn it down.
These very simple skills only need practice. You need to commit and try. You will fail and try again, and again. There’s no talent in sales. There’s only those who are dedicated to learn and there is the others who are saying that they can’t do it because they are not good at sales. Which one is it going to be?