Issue 26.

‘It’

No, not the film.

I mean ‘it’.

Does someone have ‘it’.

I was thinking about this.

When I was asked a question.

‘Can anyone be an awesome salesperson?’.

I think the answer is:

Anyone can be a good salesperson.

But to be really good.

You need ‘it’ in your DNA.

What is ‘it’?

I think ‘it’ for a salesperson is:

They love people.

They enjoy storytelling.

- They love the limelight.

They have empathy.

They are funny.

They are humble.

Are these traits inbuilt?

I think so.

From childhood?

Probably.

Can they be learnt?

I think some of them.

But to be good at sales involves much more than just sales DNA.

It is about the basics.

It is about follow-up.

And listening.

And organisation.

And relentlessness.

Do those things, and you are in the top 10%.

But to elevate to the top 1%.

You need to have it in your DNA.

But here’s the thing.

You can be in the top 10% by doing the basics really well.

That will separate you from most salespeople.

Only 10% of salespeople hit the target.

You can hit the target by learning the basics.

Then, practising in-person meetings.

Learn to listen and adapt, and mirror.

So.

My answer is this.

90% don’t try hard enough.

They won’t be good salespeople.

9% perfect the basics and work hard.

They hit the target.

And 1% just have it.

They were always meant to be salespeople.

Nothing else they could have done.

:-)

“The Sell” is now on its 6th Episode.

This week, we have the one and only Roger Olofsson. 

He is such a great sales guy. 

He sold hot dogs, Christmas cards, and tech. 
& now he has one of the best executive search firms for 20 years. 

He hires salespeople. If you want to know how to find the greatest salespeople on the planet, here’s Roger. Enjoy!

Tune in on Apple Podcast & Spotify!