When asked about providing guidance to a new salesperson, William Gholson mentions focus, being disciplined, resourceful, and being able to see themselves through the eyes of the customers.
Build Focus A salesperson has to be able to grind, otherwise they have no chance to stay in the business. That requires the ability to focus, allowing them to push through painful experiences. The pressure can get to anyone, and when that happens, they usually feel overwhelmed. Having proper focus can help with that too, as it keeps these thoughts in the backseat. Be Disciplined Being disciplined often makes the difference between a successful sale and another failed attempt. Most of the time, becoming a better salesman comes down to this singular factor, and if you focus on it, you can build a work ethic that will make you successful. Period. Practice Critical Thinking A seller should be able to make sound decisions, supported by logic, rather than desperation or even motivation. It has to make sense, and if it makes sense for them, it will likely make sense for the customer, too. Be Resourceful and See Yourself Through Other People’s Eyes A quality salesperson is resourceful. This quality is very important for finding and targeting likely customers. At the same time, it is important for a seller to see him- or herself through the eyes of these potential buyers, because this allows them to make changes whenever necessary. As someone who worked in the sales industry in all kinds of roles, William Gholson loves to help out newcomers. Sources: http://www.insightsquared.com/2013/07/15-steps-to-becoming-a-better-salesperson/ http://www.jillkonrath.com/sales-blog/bid/110811/Top-5-Sales-Tips-for-New-Sellers
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