People who work in sales, generally distinguish ourselves a little from the rest because we have many of the qualities that are useful to function in social life.
This reflection comes from the fact that for a long time I have noticed that when a salesperson is in the middle of a family or friend gathering, they are distinguished by their humor, their stories, and even by their incredible ability to always make discussions new, Leave the person who contradicts us speechless or argument, but look at the next time you see a seller requesting a discount in a store or when you go to a restaurant where more than two sellers are at the same table, there will be: uproar, better discount, even the highest bill and the last to withdraw.
Without a doubt, there are exceptions and more types of behavior than the examples indicated, but:
What does it do that over time in this job these qualities to develop sales make us differentiate ourselves so much?
I have thought that if a psychologist could seriously find the profile (developed or not) of a salesperson, he would be immensely successful and in demand, he would also end up with one of the biggest inconveniences that companies have today; staff turnover.
From the point of view of a salesperson, observing this recruitment process “from below” and seeing how new colleagues arrive at the company, stopped being a pleasant experience a long time ago, I have surprised myself saying: “what does a person like it's here?" (Without judging him as a person, of course). Cases where more experienced salespeople in a matter of seconds know immediately if this new member will give results or not, I have even heard much more subtle phrases (especially in women) as the case of a colleague who once told me: “I don't love myself to be fond of that new salesperson, because I know he will be leaving soon.
So what do you see, an experienced salesperson who makes you immediately know whether or not this new colleague will perform well?
Perhaps, in addition to production, the ability to self-motivate, self-train and resist pressure very well, to be as if nothing had happened in front of the next customer matters. These skills, if the psychologist is unaware of them, has not lived or studied them correctly, make the task more difficult for the selected person and his environment.
Therefore, it is a bit difficult for me to understand, how this recruitment model is so requested, sometimes I think that they (psychologists) are good salespeople, imagine, they charge well, they do not give results, when it comes to explaining why there is no one left, The handling of objections is so good that they are hired again and also blamed a supervisor for not having known how to keep them.
As we know, this will not change and if it happens it will not be from one day to the next, I have become more and more convinced that the seller is made, I have seen it and I have actively participated in that process of change if it is trained. The problem is that many times there is not enough time to invest in this task, each day that passes without giving results, increases the tension and decreases the income for both the company and the seller.
If you are already involved, and you are recent in this job, do not feel like a great salesman if you were selected, (even if it was one in a thousand) that does not indicate that you will be prosperous, since the most important thing about this job is not to get the position, but simply manage to sell.
Maybe you like me, we were not born to sell, but we can become, my advice is to observe young professionals who have just graduated from university, how they spend a fortune on MBAs or doctorates, this to improve their preparation and I spend its value on the market. Check that this is the case in most professions and trades, then you will realize that the great secret is simply, in any way to seek training or self-training (books, Internet, e-learning, etc.) constantly, make it a daily habit, it is the only way you have to get sophisticated. The rest is charlatanism.
