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Unblock your Sales Genius |
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First published in the Nov 2006 Inside View Newsletter.
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Being the best you can be might not inspire you. Whether it is having enough money to choose your work and life style, or the kind of success that wins influence and status, or gaining the recognition you deserve, or feeling the excitement of competition, or simply securing your future, tapping into your personal genius is bound to get you more of what you want. The secret of genius is no secret at all. It is simply a matter of developing strengths until they become extraordinary. Unless weaknesses are a threat, people can ignore them or compensate for them. Developing self-awareness and self-knowledge may be the greater challenge. Some people seem to find their niche easily - a circumstance where they can do what they love and stretch their abilities at the same time. The majority of people seem to be unsure of the best way to tap their inner brilliance. A few people abandon hope by refusing to believe that they have any talent at all. What are your strengths? This common interview question invites people to make something up. Even the few, who have a clear self-image and can put their sense into words, can benefit from an objective, independent assessment that crystallises perception of their best abilities and most compelling motives. Genius emerges when people combine their talents and passions to achieve something worthwhile. Discovering talents, recognising passions, and choosing a worthwhile purpose are the aims of a worthy quest. For sales people, competency frameworks like the Sales Exam provide a map. Attitude and motivation hold the key to deliverance. Connecting the right mind set and intrinsic motivation to the necessary outcome, via daily actions, is the key to outstanding results in sales, or any other endeavour. If you are interested in what you sell, learning enough to be considered an expert ought to be easy. Product knowledge is widely considered an important aspect of sales success. Caring about the products and services you sell connects what you do with your latent genius. Consider how much you know about the following. Score yourself on a scale of one to five for each topic. If you know all there is to know, score a five. If your knowledge represents a fifth or less of what you estimate is knowable, score a one.
If your score is below 17, your lack of product knowledge is likely to be holding you back. If you scored 24 or more, you are probably very interested in the products and services you sell. You are also likely to be considered an expert by your customers and peers. Those who cannot find inspiration in the products and services they represent, have some other options for acquiring guru status. In-depth expertise in anything that customers are interested in will be valued both inside and outside the organisation. You can be an expert in business management instead of products. This causes people to seek your help with marketing, business development, financing, organisation or other business management issues. To become an expert, specialise in something you are passionate about. Instead of becoming a product or business expert, consider becoming a customer expert. Answer these questions, taken from our B2B Sales Exam, to assess your customer expertise.
If the job of selling excites you, become a sales expert. What would a sales expert know? The names, accomplishments, and methods of leading sales people in the field. Someone with intimate knowledge of sales skills and methods, who could speak of them with confidence and conviction, is likely to be considered an expert. Knowing the work of respected authors on the subject of selling and sales practices is another sign. Ability to solve difficult sales problems such as gaining access to senior executives or defeating superior competitors would be evidence of specialist skills. Those who can teach others how to sell, demonstrate valuable expertise. Unblocking the sales genius you harbour is simply a matter of playing to your strengths. It is safe to ignore weaknesses unless they deny you opportunities to use your strengths. If you are not sure what your strengths and motivators are or if you find it difficult to articulate them clearly, take the trouble to investigate them. In common sense terms, know what you are good at and most like doing, then find opportunities to develop and use your best abilities. The Sales Exam competency framework provides a map. These sixteen aspects of sales effectiveness offer a starting point for identifying your strengths. Follow this link for expanded descriptions. Answering common customer questions Market and industry understanding Customer and prospect understanding Company understanding Understanding and articulation of value Proactive telephone prospecting Networking for new sales opportunities Opportunity qualification Forecast accuracy Organisation and time management Sales methods used Interpersonal communication skills Objection handling, closing, and negotiation Self-development Attitude towards the job Motivation to do the job Whatever your strengths and inspirations, the diversity of opportunities available in a sales role offer you the chance to realise your potential and use your unique combination of interests and abilities in pursuit of a worthwhile purpose. Selling is about helping people and organisations do what they want to do. Those who succeed deserve rich rewards. Genius is using what you have, to achieve extraordinary results. George Bernard Shaw said, “Common sense is instinct. Enough of it is genius.”
Article by Clive Miller
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