What first comes to your mind when you think of salespeople? Rana Cordahi is on a mission to make people fall in love with sales, so in this Expert Insight Interview, she discusses her approach to selling and coaching. Rana Cordahi is a Director of The Selling Academy and Employment Services Training, writer, and speaker.
The interview discusses:
- How to see sales as a noble profession
- How to become more empathetic
- The transformation through training
Change in Perspective
The opinion that people usually have of salespeople is that they are pushy. That is the reason why many people feel uncomfortable to be associated with sales. But simple things can help us change our view of sales. Firstly, there has to exist a clear distinction between a pushy seller and an ethical trust advisor. Pushy sellers think only of the outcome while an ethical advisor tries to create a difference in a customer’s life. Secondly, salespeople should ask themselves which benefits they get from knowing how to close a sale. There are so many benefits, from getting a job promotion to being able to convince your kids to eat broccoli. And lastly, try to look at the bigger picture and identify the impact that you are making for your customers by solving a problem or creating possibilities for them with your product or service.
The best way to become more empathetic as a seller is to put yourself in the customer’s shoes and to think whether you would want a seller who genuinely cares about helping you or who tries to close you fast. You have to find a balance in understanding the customer while trying to close a deal and earn money to pay the bills for the next month. One thing that many salespeople tend to forget is that communication with a client needs to happen in a way that is the most convenient for the client. Some people prefer texts or emails over phone calls, and the easiest way to find out which one is it is to ask.
With sales training, you can become your company’s top performer. Or you might start liking the cold calling because the problem was not in cold calling but in not having the right training. While some companies have regular internal sales training, there are many companies out there that do absolutely no training. With a lack of sales training, people focus on wrong things such as numbers and pipeline volume. Instead, you should be highly disciplined in building a pipeline of value that will bring you qualifying opportunities for closing sales.
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.