ADMIN’s National Sales Manager, Greg Verna, recently traveled south to Orlando, Florida to attend the 2019 Sandler Summit. During his time, Greg was able to network with hundreds of sales professionals and sat in on some incredible talks by accomplished leaders in the sales community.
We asked Greg to share some of his takeaways from the summit in hopes of expanding on the sales education we have previously shared here on the blog. Here’s what he had to say:
Finding balance in any profession can be a challenge. More often than not, people find themselves working on multiple projects and in sales, there is a demand to have a large flow in the pipeline ready to be closed on. To focus, keep your mind where your feet are. Don’t be tempted by the ‘shiny objects’ that pop up around you. Instead, keep your focus solely on the task at hand and stay present. Too often people will make decisions based on past experiences or worry about what waits for them in the future.
It is said that success is comprised of three main points: Behavior, Attitude, and Technique. Typically individuals will naturally possess one to two of these elements. However, it is working on establishing all three of these characteristics that allows you to build your own triangle of success.
BEHAVIOR: Establish behaviors (or habits) that keep you productive and focused. Whether it’s crafting a morning routine or using tools like time blocking, find behaviors that work with your lifestyle and keep you moving forward.
ATTITUDE: Attitude is everything, especially when it comes to sales. Don’t just be professional, be positive and always be approachable when working with a prospect. Having a personable approach is always the right attitude.
TECHNIQUE: Developing a strong technique is essential to success. While this is true, remember that not everyone’s technique looks the same. Continue educating yourself on techniques that pertain to your industry until you find the one that works for you!
Ask yourself this: Are you someone who does a little a lot of the time or a lot a little of the time? Some people are stronger working on many things at once without mastering each of those. Some are better focusing in on one thing that they can master fully. Both can find success, but it’s knowing which way works best for you that is important.
People working in sales often get the reputation of being pushy and aggressive. While this may be true for some sales professionals, more often than not this stereotype only exists because men and women in sales are talking more than they are listening. It’s great to be passionate about your product, but it’s even better to be able to tell when you and/or your services are really a right fit for the audience you are working with. You can qualify your services by asking the right questions, listening to your prospect’s answers and then using this knowledge to determine if what you are selling is truly a good fit for them or not. Making the sale is always the goal, but being able to fish out the ‘right’ sale to make is the real reward.
To see more from Greg’s time at the Summit (including an interview clip from Greg himself!) check out the video below!