Sales Aptitude

One of the hurdles sales managers have to overcome in recruiting salespeople is the sometimes less-than-positive image these jobs hold in the marketplace. This has improved greatly over the past few decades, but there are still some improvements to be made. From the stereotype of the sleazy used car salesperson to the fear of unpredictable … 7 Reasons Sales Jobs Are Perceived Negatively by Salespeople

It’s true that sales depend heavily on personal interaction. A common misconception which stems from this fact is this: only those who are naturally outspoken can make the big bucks in sales. However, the truth is that there are many different types of sales, and therefore different personality types can succeed as salespeople as long … Can Shy People Become Sales Superstars?

Sales aptitude testing is an indispensable part of sales improvement. According to Craft Systems, 50 percent of outside salespeople’s results are attributable to their natural talent for the job. This is a sobering statistic for sales trainers like myself, but the good news is that it allows us to build better teams through testing and … Sales Aptitude Testing for Beginners

In sales, understanding the different personality types in the workplace, and therefore of the buyers you will encounter, can help improve sales results. After all, if you can better relate to the people you are dealing with, you can probably sell them better, right? While human behavior is full of nuances and everyone is very … Understanding Personality Types in the Workplace: Part 1, “The Driver”

Much has been written about the best things to say to close sales. Plenty of that advice is solid and works just fine, so I recommend that salespeople study as much as possible in order to learn new techniques for improving their results. Of equal or greater importance in closing sales is knowing how to … Watch for Non-Verbal Cues to Help Close the Sale

As I mention often when training and consulting, the idea that anyone can sell professionally is nonsense, just like the idea that anyone can play the cello or basketball professionally. While skills can be taught that improve performance somewhat — even in those with little natural sales aptitude — there should be some inherent talent … Are You Hiring Salespeople That Will Never Make It?

“She’s born with it.” “It’s just a knack he has.” Have you ever heard the above in reference to a superlative salesperson? More importantly, have you heard it from a not-so-stellar salesperson when explaining why a colleague constantly outperforms them? Chances are, you have, and might have wondered if there is some truth to these … The Natural Born Salesperson: Stuff of Legend?

Regular readers of this blog know that we are big on sales training courses, particularly ones that teach a consultative selling approach. While we can be said to be biased in recommending that every salesperson receive formal training (since we provide training courses), there is also a genuine desire to raise the status and competence … Deciding What Sales Course is Right For You

“When in Rome, do as the Romans do.” This oft-quoted bit of common sense has an application in closing sales techniques.  People tend to buy from those they like and trust, and one of the best ways to get them to like and trust you is to emulate their personality type when presenting and closing … Understanding Personality Differences When Closing Sales

The cost of hiring the wrong salesperson can be substantial, even for companies that do not pay a base or draw against commissions. Once advertising, trade shows, hiring bonuses, training expenses and lost revenue opportunities are tallied, the price tag for each failed salesperson can reach many thousands of dollars, even potentially reaching six figures … The Five Characteristics of Super Salespeople – Is Natural Talent a Myth?