An Enterprise Sales Executive, a Strategic Sales Rep, an SDR, AE, MDR, BDR, ZBR, AMR, VP, Happiness Officer, I could be all things.. but really, I’m just Jen.
One of the most important things I’ve learned recently, is that it doesn’t matter what you have as your Linkedin headline, or what your email signature says. At the end of the day, you are essentially just you, and no title can really change that. At the end of the day, we are all only human.
What do I mean by this? Being genuine (and more importantly, sounding genuine) is key to being a successful seller. I think the following quote sums this up perfectly:
“In sales, you are never selling an object or something tangible. What you are really selling at the end of the day is: Opportunity. Confidence, Conviction and Charisma just allow you to take that opportunity and turn it into art.” –Gurbaksh Chahal
So how do we get there?
I’m certainly no pro, but over the past couple years I’ve learned the most important part of selling today is being real with people. I’ve found that conviction will persevere, and your charisma will allow you to take that opportunity and truly turn it into an art.
“The most successful salespeople today are not the Type-A ‘meat eaters’, they’re not the ones that can ‘sell anything, close anything, don’t give a damn.’ Salespeople today could quite frankly be you, the person that hasn’t sold a day in your life, but you are a real person, an intelligent person, a humble person, a self-reflective person, a person that can communicate, a person that believes in delivering value, in solving problems, in being the best that you can be. YOU can be a salesperson.” -Tawheed Kader
Sell like a Human. Here’s how:
1. Sell with confidence.
You need to sell with conviction. IT IS KEY. It helps when you believe in what you are selling. Even better, eat the dogfood and practice what you preach. Focus on what you know and support it. Focus on more than communicating, focus on them. Be assertive.
2. Sell with humor.
Dude, you gotta have a sense of humor in sales; without it… all is lost. I’m a huge believer in making people crack a smile or laugh. Sales is high stress, and fast pace, so when you throw humor into the mix at the right time, it can calm that tension. Humor can bring ease into the conversation and help potential customers open up and share insights around their wants, needs, and company. Don’t be afraid to be funny!
3. Selling is solving problems.
“The best salespeople are professional problem solvers.” Stephan Schiffman.
The true beauty of sales is overcoming those massive challenges. I’ll never forget the first deal I ever lost– I was devastated. It wasn’t until TK our CEO told me “Jen, this is not a failure. It’s a learning experience. In the end, it’s only a deal. Not the end of the world. Reflect on the good, the bad, and move on.”
4. Selling is showing you genuinely care.
“Honestly, what’s more human than actually giving a damn about their life, their career, their company. Better yet, stop calling them prospects and start calling them “customer advocates.” — Great insight from the unstoppable Jill Rowley.
5. Selling is being a social.
Hear and communicate effectively with all customers and potential customers (aka customer advocates) on ALL social channels. Make sure you’re leveraging different tools in the proces like (these are my must-haves):
Always be learning. Attend sales meet ups, webinars, and listen in to sales podcasts.
6. Educate and inspire.
Selling is educating and inspiring your customers. Make sure you’re doing the 5 E’s of Social Business.
- Educate with content
- Enchant by being relevant
- Engage with authenticity
- Embrace them by starting an open dialogue
- Empower by giving them the right tools
7. Celebrate the small wins.
In sales, you have to celebrate the small gains. GET EXCITED about that one meeting you’ve been working on for over a month, that one awesome email, that deal you closed, that shout out from your boss, and most importantly celebrate the success of your teammates.
In the end, we are all human beings. Sell with integrity, sell with conviction, sell as if you are key stakeholder for their success.
If you are a genuine person, an intelligent person, a open person, a self-reflective person, a person that can communicate, a person that believes in delivering value to your customer, in solving problems, in being the best that you can be – you are meant to be in sales.
Above all be you. Because you’re friggin awesome.