Developing Sales Mastery © – Skills

Repetition is the mother of all skills.
Anthony Robbins

There is no magic here, too many people are looking for quick fixes, easy way outs and using apps rather than effort.

Many years ago, having left University at the age of 22 and thinking I knew everything I took a job in sales and worked out quickly I knew nothing. Luckily for me, I had a Managing Director that sent me to a sales training program that changed my life – I couldn’t believe these skills could be learned and weren’t part of a bigger (life) curriculum.

These 2 days set me on a path and helped me greatly form part of my thinking of the three different types of skills that need to be developed to ensure Mastery in Sales – Personal, Professional and Practical:

  1. Personal – Politeness, presentable, engaging, respect, tenacity, relationship building, operating rhythm.
  2. Professional – Questioning, listening, communication verbal and non verbal (body language), dealing with objections, following up, closing, networking.
  3. Practical – Time and territory management, pipeline management and record keeping.

A 250 word blog is unlikely to scratch the surface of all the skills one might need to ensure sales excellence but hopefully this provides a bit of an overview and stimulates some thinking around what you or your team might require.

85% of your financial success is due to your personality & ability to communicate, negotiate & lead. Shockingly, only 15% is due to your technical knowledge.
Carnegie Institute of Technology

Charlie Pidcock