Why do some people feel ashamed of being called a salesperson?

By / / Attitudes & Behaviours, Success, Wellbeing

Do you feel ashamed of being called a salesperson? Are you aware that your view of selling (the way you think and feel about it) can affect your success or failure as a salesperson? Over the years we have met many sales people who are really good at selling, have all the ingredients, write great sales results and are highly valued by their companies, yet they never feel satisfied in their sales career. The afflicted sales person just feels a sense of unease and guilt about being in sales – they feel that their career is somehow inferior to others. …

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What is the correct title for a salesperson?

By / / Attitudes & Behaviours, Sales Presentation & Grooming

What is the correct title for a salesperson’s role? What should I call myself? This is a contentious issue… And a question we get asked frequently. The answer will depend on why you are asking the question. Are you asking the question because:

  • You think the title ‘sales representative’ doesn’t adequately describe what you do?
  • You are ashamed of being called a ‘salesperson’ or ‘sales representative’ for whatever reason? (see next week’s article for more details)
  • You think ‘salesperson’ or ‘sales representative’ doesn’t represent or position you in the best light as a professional business person to your clients, etc.?

    • All of these questions …

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    12 Sales Trends for 2014 – The Thinking Sales Organisation

    By / / Attitudes & Behaviours, Education in Sales, Sales Culture, Sales Driven Organisations, Sales Research

    As 2013 comes to a close we firstly wanted to thank all our loyal readers for their continued support of our work. We also thought you would like to get a sneak peek of our Annual 12 Sales Trends Report for 2014. With the unprecedented changes we are experiencing as a result of the digital revolution and the commoditisation of quality we can no longer manage sales by processes and numbers alone – it’s become a thinking person’s game.   As a result, the Barrett Consulting Group’s annual Sales Trends Report for 2014 has selected the theme: “The Thinking Sales Organisation”. Sales operations …

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    Curiosity – A Foundation to Sale Mastery

    By / / Attitudes & Behaviours, Brain Science, Success

    Let’s start with a question: What is the most important quality of highly successful salespeople? This question is often on the mind of anyone looking to sell well. There is much speculation about what this elusive quality actually is.  The truth is that there are many traits that make for highly successful salespeople , but the number one quality that makes top sales performers outstanding is…

     their desire and dedication to engage in self-appraisal and continuous learning.   

    We have not met a successful sales person yet who doesn’t want to know how to be …

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    Salespeople In The Deep End (Again)

    By / / Attitudes & Behaviours, Education in Sales, Sales Coaching, Sales Skills, Sales Training

    Last week I received a call from a woman (let’s call her Tracy for the purpose of this article) desperately seeking help on how to sell.  Tracy had been in her role for 5 months and all that time had not received any guidance, advice, coaching or support from her managers on how to sell her products or who to sell them to. She had never been in a sales role before and did not work in the vicinity of the head office.  She was out there on her own …

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    Going mobile – the rise of Smartphones in Sales

    By / / Attitudes & Behaviours, Communication, CRM, Sales Driven Organisations, Sales Meetings, Social Media, Social Sales

    In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are focusing on the Sales Trend “Going mobile – the rise of smartphones in sales”. As Australia deals with the challenge of becoming more globally competitive, organisations are making greater use of both increased mobility as well as tele-conferencing using smartphone technology.   Anecdotal research is showing that smartphones are giving salespeople an edge in a number of ways. This sales …

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    Some industries just don’t get prospecting

    By / / Attitudes & Behaviours, Call Reluctance, Education in Sales, Prospecting

    I have been prospecting for new business on a regular and consistent basis since 1985.

    For my team and prospecting is a way of life. We could never have developed our respective businesses and reputations without the vital business skill of prospecting.  We both confess that in the early days we did not enjoy many of the aspects of prospecting but we learned how to prospect successfully and we understand that prospecting is like oxygen – it fuels the fire of sales. Without prospects to speak to we cannot do business.

    That is why I find it very interesting that certain industries …

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    It’s HOW you think, not WHAT you think

    By / / Attitudes & Behaviours, Coaching, Neuroscience, Neuroscience in Sales, Sales Coaching

    What type of salespeople do you want on your team? What type of salesperson do you want to be?

    Do you want salespeople who do as they are told or salespeople who think for themselves about possibility, finding new opportunities, looking at different ways to address problems that are still effective, if not more profitable than the current ways, etc.?

    We cannot deny that we live in a complex world where outputs are often unpredictable. I hear sales leaders crying out for ‘smart intelligent’ salespeople.  And I know customers want to engage with …

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    What’s your Elevator pitch?

    By / / Attitudes & Behaviours, Communication, Success

    “So what do you do?”

    How many times have you been asked that question? At a networking function, a business event, at a BBQ, in the elevator, anywhere?

    How did you go answering the question?

    You may have nailed it in a clear succinct sentence or like many people you may have stumbled, paused, gather your thoughts and then launched into a jumbled monologue about what you do and how you do it that ended up either boring your questioner or losing them in the details.

    Sound familiar?

    Many people find it difficult to articulate what they do in a simple easy to understand statement …

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