What it Really Takes to be a Good Salesperson and Why You Have to Differentiate Yourself

What it Really Takes to be a Good Salesperson and Why You Have to Differentiate Yourself

WORK WINNING WAYS WITH GARY WILLIAMS.

THE QUESTAS PODCAST: EPISODE FOUR

In conversation with Amanda Geyman – Director of Strategic Growth for WSP UK – what it takes to make a good salesperson.

ABOUT THE GUEST

In this episode, Gary is joined by Amanda Geyman – Director of Strategic Growth for WSP UK. She has 20 years’ experience in business development, marketing and customer experience. Their conversation covers a lot of ground from lockdown challenges to Amanda’s take on best practice business development in the Engineering Consultancy industry.

An insightful episode that explores client management and the positive and negative impact of the pandemic. It covers how differentiating yourself and your business will creating lasting success and asks what it really takes to be a good salesperson and why you have to differentiate yourself.

KEY TAKEAWAYS 

  • When you are under pressure it is important that you are focused. Target your energy on things of particular importance to the business. This was no more prevalent than in Amanda’s workplace during the pandemic.
  • Empathy and understanding of clients is of key importance. Being able to check in and show some extra support and care through this time.
  • The pandemic drove technology and virtual capabilities forward. This meant that Amanda and her team focused heavily on building and supporting their virtual coaching platforms.
  • Businesses are working in a completely different way to how they were operating pre-pandemic. With the UK Covid restrictions being lifted, many companies are still being cautious.
  • Amanda believes that human connection is vital in business. That connection is extremely important to the human experience so it’s imperative we remember that.
  • Sometimes virtual meetings and calls can become very task focused. You can lose the time and mind space to be spontaneous and creative.
  • There are myths and misconceptions around what it takes to be a good sales person. Amanda believes you need to take an interest in your client. Truly listen, because asking the right questions and delivering on your promises is what actually makes you a good salesperson.

BEST MOMENTS

“You have to dial up your ability and your flexibility”

“It fast-tracked a lot of things for a lot of people in order to be able to do business”

“Spending time with people in person develops trust”

“There’s this misperception of what selling is. That it’s something done by extroverted people who loves going to networking events and talking to strangers”

“Most clients don’t want to be sold to, that want to talk to people who get what their situation is”

VALUABLE RESOURCES

Want more information on what it really takes to be a good salesperson and why you have to differentiate yourself? Try these valuable resources below:

https://questas.co.uk/unnatural-salespeople-are-secret-weapon-winning-work/

https://questas.co.uk/four-ways-to-get-out-of-your-c

omfort-zone-and-be-the-catalyst-to-growth/

https://questas.co.uk/business-development-meetings-training/

Unnatural salespeople are your secret weapon when it comes to winning work

Unnatural salespeople are your secret weapon when it comes to winning work

Unnatural salespeople are your secret weapon when it comes to winning work

Your hidden salesforce are the unnatural salespeople! It’s time to unleash their potential

Uncovering business opportunities and winning new clients is a crucial aspect of doing business especially in professional services and engineering firms. So, not surprisingly, in many organisations salespeople are seen as the key players when it comes to the growth of the company. However, some organisations either don’t have any sales professionals, or they have only a few who are tasked with the ‘rainmaker’ role.

But, if you dig a bit deeper, you will find that many employees have fantastic relationships with clients – genuine relationships built on trust and respect. Their job descriptions probably don’t suggest that they work in sales. And they wouldn’t necessarily describe themselves as salespeople. Yet they are contributing to the growth of your organisation by uncovering opportunities for themselves and others, managing client relationships and even winning new business.

However, because they are not considered part of the sales force, they don’t always receive the same training as their business development colleagues. And, in fact, these so-called ‘unnatural salespeople’ may even see sales and selling as a dark art.

By investing in their selling skills – without turning them into ‘salespeople’ – business leaders can unleash a potent weapon to uncover more opportunities and drive client loyalty.

The Future of training: Online? In-the-room? Or both?

The Future of training: Online? In-the-room? Or both?

What is the future of training? At Questas, the past 12 months have taught us a lot about how to successfully deliver virtual training. We know that you can’t simply take a classroom designed training session and simply put it online. It doesn’t work! We know that every minute of online training needs to be thought through and designed so the user experience is engaging.

A Learning Curve

We have learned about various platforms to deliver virtual training on. And a really positive outcome is that we are now accomplished in delivering online training events that are interactive, interesting, challenging and fun.

We have also seen the very real positives of online training for our clients. Here are the pro’s we have seen our clients benefit from when taking part in our tailored online training programmes.

The Pro’s of Online Training

  • Less (zero!) travel time, meaning more time to learn, and less time for employees spent traveling. This means more time can be spent being effectively trained.
  • No restrictions on where attendees are based. We have seen that online training means you can bring together people who may not normally have had the chance to work together. This can boost the potential that collaboration can bring within your organisation.
  • It can bring together people from different regions to work together. This is something that in the ‘real’ world would be costly and time consuming.
  • Efficiencies in delivery;  We have learnt that working virtually, we can actually deliver MORE effective content to teams and pack in more content to our training sessions. Online learning saves both time and money when it come to delivery and production. A real win for businesses!
  • Lower costs:  In-person classrooms require both the trainees and trainers to travel to a pre-determined location in order to conduct a training session. Businesses are typically faced with incurring this travel cost from their training and development budgets. Then add in food & drink costs, and you can start to see where real savings can be made.
  • Less time away from fee-earning and increased productivity. 

 

But even though the pros of online learning are many, you may be surprised to learn that we (or our clients) don’t want to deliver it like this forever. We like being with our clients, in the same room, feeding and feeling the energy that comes with a lively learning environment. Also because we know that our clients are missing out on some benefits of being together, such as networking and creating new relationships.

They miss the energy that comes from some of those fun exercises that get people on their feet and out of their comfort zones. Also the conversations that can develop and help participants share their stories and experiences.

There are downsides to the online training experience:

Reduced social interaction means that people miss the social side of working together in person. Also working online is not the best environment for networking. Love it or hate it, nothing beats the personal networking experience.

We have also seen that some introverts can be more reticent when it comes to online training. We work particularly hard to encourage those who are introverted whilst training, but a minority can sometimes find the online experience harder to fully embrace.

What’s The Solution?

As the restrictions of the last twelve months are slowly lifted, we look forward to continuing to offer effective online training. But we also believe that ‘blended learning’ could become the norm for our clients. Combining the positives of effective online training, with tailored in-person interactions can enhance the learning journey. It can also give people the human ‘fix’ that we so often feel we need.

A look to the future

So keep an open mind tohybrid blended approach to training. It could massively improve the way we deliver the outcomes from training programs, whilst keeping them both cost effective, efficiently delivered whilst allowing for the human/social elements. A win/win for businesses and teams!

If you’d like to know more about our training programmes that help businesses to grow, please get in touch. Email hello@questas.co.uk.