In this Expert Insight Interview, Amanda Abella discusses sales skills and why you need them. Amanda Abella is the founder and CEO of Make Money Your Honey. This marketing and sales training company helps coaches, creatives, and consultants triple their revenue while working half the time.
This Expert Insight Interview discusses:
- The importance of investing in sales training
- Our complicated relationship with money and success
- How the customer experience can be the difference between success and failure
If you asked a hundred salespeople if sales skills were necessary, they would all say ‘yes.’ You would get the same result if you asked a hundred CEOs. However, if you followed up with a question of how much they were willing to invest in this department, you might not get a highly enthusiastic response.
Many people pay lip service to the idea of sales skills, but the reality is that not many businesses invest in sales training. This has to do with the fact that small businesses are afraid of selling.
Fear of Success
Small business owners often start their companies because they are passionate about the product or service they want to offer. However, they don’t necessarily consider themselves salespeople, and they also have to deal with all the negative stigma around salespeople and how they’re portrayed.
Sometimes it also has to do with our relationship to money, which is often quite strange. Many of us have been taught that caring about sales means only caring about money. In reality, if you want to get really good at sales and build a sustainable business, you need to prioritize helping people.
Customers generally see products and services as extremely commoditized now, meaning they don’t see a massive difference between them. What often differentiates companies today is the experience they offer their customers, and that starts with the salesperson.
Therefore, the helpful salespeople who are willing to understand customers’ issues and solve their problems will most often beat the competition.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.