Sales: Back to the Basics

For any career, there are foundational skills.

Throughout mine, I have been fortunate to create relationships with some of the top salespeople in a few different fields. In our efforts to hone our skills, we gather together (often through our own initiative). Those meetings have presented great consistency in approaches to process, competitive analysis, exploration of questions, etc. We'll touch on many topics over time, but today, I wanted to explore one that is often overlooked.

We overlook the things we take for granted. No matter where you are in your career, you bring something to the table day 1.

Your natural strengths.

I read a tremendous story about a real estate agent who went through a divorce. She went from stay-at-home mom to identifying a way to provide income. Her first year though was prolonged disappointment - it yielded no business. She was on the verge of giving up when she identified her unique strength: people opened up to her often. So, she created space for that in her interactions (while she built the other skills) and her business opened up - becoming a top performer.

A friend - one of the top Ag equipment salespeople in the country - is tremendously enjoyable to be around. I have rarely seen a place that doesn't eagerly anticipate his company. It's unreal.

Another friend - who owns a top real estate brokerage - seemingly finds great ease in being uncomfortable, both in his personal and professional life. He establishes quick rapport and asks the question, over and over again. He also has a great vision for his business and creates an environment that brings together people.

Another friend - one of the top leaders in a trading environment - is such a natural networker and connector of people. It's art in progress. He would likely not reference it, but it's such a natural expression of who he is. People talk about how he makes them feel and it's no wonder.

One more example: a couple I know are the #1 franchisee in their field. A great complement to one another. One possesses the ability to charge into risk and has a great feel for the operational portion of the business. His wife communicates expectations incredibly well and walks through life not allowing herself to be encumbered/anchored by issues, which translates so well to business.

That's enough for now. But what's yours? What is your strength? If you don't know, ask others. Explore yourself. And be that...

If you allow that to come out (and become an expert in your product/service), it's a beautiful thing. We all offer something. Your strength is likely something that you have carried for most of your life... and it provides immediate value to the people around you.

Be fully comfortable in who you are,

Eric