Salespeople do a lot more than sell things. They're often the de facto project managers of their customers. But it suits both parties to give the job a narrow-sounding name that conceals this aspect of it.
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What makes a great salesperson in your opinion? I'm always very impressed with your clear thinking and would love to hear your thoughts.
I'm not an expert, but I believe it's to understand how things look to the person you're selling to. What do they want?
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Empathy. Something the classic ‘in your face car salesman’ might be lacking. If I may, which companies have figured out sales, in your opinion? I see a lot of repetition of sales principles/‘best practices’ in enterprise software rather than first principles based innovation.
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The bests are active listeners (they listen more than talk) in order to understand and see fit in the service/product they can provide.
End of conversation
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lvl. 2 If how they see the world differs from how you and your product sees the world, then you need to challenge their mental model by providing insights.
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Empathy. I totally agree.
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One the best I’ve heard - ‘the best salespeople don’t appear like they’re selling, at all’
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Great salespeople: 1) discover what the parties each value 2) figure out how to source what each party values 3) consumate the value exchange agreement 4) deliver as committed.
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As a sales rep who prides himself on being understanding the technical and business needs of his clients, I'd argue you're missing the most important qualities: relentlessness and tactful aggression. Being smart helps but it isn't what closes deals.
End of conversation
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A good sales person is good at picking which products sell. The old myth is they can convince anyone of buying anything, but wrong: they pick your product first because they know they can sell it (need for it in market).
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And then communicate that 'want' effectively inside their own organization. "This is what the customer wants, this is what that gets them, these are the obstacles and reasons why they want it the way they do..." A good salesperson can help broker a mutually effective solution.
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It's a bit more - to make the person see that you understand them.
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