‘I’m a Sales Professional’.

One of my old Sales Managers once told me of a salesperson he had in a meeting with him some years back.

They weren’t great at what they did, hence being in this meeting.

The question was posed to them; ‘How would you describe what you do here?’.

The answer that came back was, ‘I’m a Sales Professional’.

And this was the problem. This person was so hell-bent on demonstrating their Sales prowess, they forgot to be a specialist in the product and service they were selling. The result was that they regularly ‘dropped their pants’ on pricing to ensure that they got the order, they never checked the detail behind what they were doing and routinely looked at a purchase order as turnover figures rather than profit being made (You can give £10k of anything away. How much can you sell it for, though?).

The greatest challenge faced whilst working with anyone in Sales, is encountering the Salespeople that think they know it all (in fact, they usually ‘know’ that they know it all!). When this happens, they stop questioning anything because they already know it all; and it’s a proper ‘Catch 22’ situation. How do you improve someone who isn’t prepared to admit that they need to improve?

I suspect you already know the answer to that one.

If you’re any good at selling, you’ll likely constantly question how best you can improve because you can’t possibly be good enough, yet. It’s ok, many people in many walks of life experience ‘Imposter Syndrome’, too (if you haven’t heard of it, look it up and then breathe a sigh of relief!).

You have to be a sales professional; it goes without saying. However, you also need to be a specialist in the field you’ve chosen to sell in.

Ask yourself this; just how good could you be?