Questas’ Gary Williams writes in the RICS Recruit Blog about how to develop confidence in technical staff who are required to “sell”.
Gary is an expert Business Development Consultant and Executive Coach and works with leading professional firms in the built and natural environment, helping them build client relationships and win more work.
Do sales meetings or networking petrify you?
If the idea of sales meetings, networking events and large-scale presentations terrify you, you are certainly not alone. For many technical experts in the surveying industry these activities are daunting, but nowadays, they are very much a requirement for a successful surveying career. So, it’s time to get prepared.
Move out of your comfort zone to grow
Imagine the good things that happen when technical experts overcome their fears and release their inner sales and networking abilities. It’s possible for anyone to do this, you just need to know how, and do it!
In this article we examine the benefits of leaving your comfort zone and take a look at how ‘unnatural salespeople’ can nurture their skills and develop confidence. Push past those self-imposed boundaries and you become better placed to contribute to the growth of the organisation you work for and increase your value – and employability – in the market…
- Presentations/Public speaking
- Sales meetings
Need real-life practice?
Learn techniques to feel confident in a room where you don’t know anyone
Inform, investigate and inpsire… yourself!
We have a model called the 3is – Inform, Investigate, Inspire; which is useful when preparing for a sales meeting. But you can use it equally when it comes to moving out of your own comfort zone. It’s time to take that disciplined approach to yourself. Start by identifying your own strengths and weaknesses first.
Online tools such as www.strengthsprofile.com enable you to build a profile that identifies your realised and unrealised strengths, learned behaviours and weaknesses. Once you have uncovered the areas you need to improve on, you can take a focused approach to training, coaching or mentoring, or just look for the right self-help books or online videos.
Our free e-Learning module for Cross-Selling (no selling required) is an interactive introduction to best practice.
This informative and well-presented 30-minute course is certified for Continuous Professional Development (CPD).