Was anyone else in sales class when Coach DiDonato spoke to us and left me like “woah.”?Here’s another blog post from me about non-sales selling… sorry, but I can’t say it will be the last one!
The class started: “What are you focused on?” In a selling situation, contrary to popular belief, it should be the BUYER. Not the product, the company, the benefits, features, etc.
There are so many important traits a good salesperson should have. We discussed this early on in the class listing off things like: using open-ended questions, having fun, reading body language, being approachable, and many others.
However, our kind guest summed it all up in just five overarching traits:
- Attentive
- Genuine
- Confident
- Adaptive
- Honest
Which with he posed the question: “can even these be summed up into something?” Followed by the answer: Trustworthy. Ability & Intent. John 1:14. Grace & Truth,
John 1:14 reads: “The Word became flesh and made his dwelling among us. We have seen his glory, the glory of the one and only Son, who came from the Father, full of grace and truth.” As Christians, we are called to become more and more like Jesus daily. If he, who is absolutely perfect, was full of grace and truth – we should be striving for the same.
Coach DiDonato left us with a funnel we can use to ensure we are working with grace and truth while selling. The funnel has five easy-to-remember steps: pre-call analysis, need analysis, need awareness, need solution, and need satisfaction.
If we are able to train ourselves to work through a funnel such as this, while striving to be full of grace and truth, I think we’ll make some pretty great salespeople one day – no matter what our professional titles are.
BoweryJE22