Mastering the Sales Mentality

What are the key character traits that make someone successful and effective at selling? Due to our conversations with clients and candidates, we see that these common traits can create a winning formula for the right mindset towards sales.

Be Prepared

To think like a seller, you need to be prepared to talk about and pitch your product/service at all times. This doesn’t mean you have to memorise a script and give everyone the same speech, it means being adaptable and ready to seize an opportunity when it presents itself. Think of yourself as a solution provider.

Planning and considering how you would like to deliver your message is important. Understand your audience and adjust accordingly. Will you call your prospects? Email? Connect with them on LinkedIn? Meet them?

Different approaches will work for different people, and the best sellers don't stick to one method, they review and adjust. Always be proactive.

Be Passionate

But don't fake it. Genuine passion is infectious — and if you ooze it, you’re already selling subconsciously. It’s pretty crucial that you’re enthusiastic about the product/service and its value - if you aren’t, how can you expect others to be? It’s much easier to influence somebody when you share your own authentic belief for the product/service.

Even if you're skilled at convincing people to buy things that they may not need (we won’t get into the ethics of that), this won’t enable you to succeed in the long-term. Sales is all about forming relationships built on trust.

Be Resilient

Even experienced sales leaders face rejection, and accepting and adjusting to that it is part of the industry. Being resilient to rejection is one thing, but the very best salespeople can question why they were not successful without feeling too attached to the situation. Think "even if this sale doesn't come through, there are thousands more that will."

More on favoured soft skills in salespeople this way.

Product Sales vs Service Sales

Customers don't buy a product or a service, they buy a solution to their problem. They buy into the transformation. To meet a need or improve an area of their lives.

There are differences between selling products and selling services. The primary difference is that products are something to be seen; a tangible item, and services, in contrast, can be more difficult to promote the benefits as there is nothing physical to show.

Here, the benefits and differences of selling a product vs selling a service.

The Differences

Product Sales: Product-focused sales teams will use visual components to present what a product is and what it does. Leaving some of the convincing to buy down to the product itself.

Service Sales: Service sales teams cannot show prospectives how something works, instead, they have to describe and demonstrate how the service can solve problems.

The Benefits

Product Sales: Due to having concrete attributes, customers can easily view and compare products to decide which is best for them. They know and can see exactly what they are getting, which can minimise risk.

Service Sales: You are selling something untouchable here. The benefit of this is that you can customise your service to meet a variety of needs or solve problems that match certain customers. Services also require little to no financial investment and no inventory storage space.

The Skills

The fundamental skills remain similar, whether you are selling a product or a service. A genuine understanding of the benefits/features of the product or service, strong presentation skills and strong communication, active listening, storytelling, and presentation skills.

If you’d like to chat to us further about a career in sales or would like to discuss any of our latest roles, please give us a shout and we’d be happy to help.

Do Millennials Make the Best Sales Talent?

Millennials represent a growing percentage of the workforce. By 2030, they will take up 75%. (Source). Their familiarity with technology and data is practically expert because they’ve grown up in an internet-connected world. So surely, they’re shaping the world of sales. Right?

The answer is yes. From our internal knowledge due to conversations with candidates on a daily basis, we’ve come to understand the many benefits that come with adding a millennial to your sales team. It’s not just a buzzword.

  • Millennials are known to have independent mindsets with a keen desire to pursue new ideas.
  • They are career-driven and they tend to really care about the work they do.
  • They are naturally digitally savvy with an upper-hand on the majority of social media platforms, so they'll likely know all about professionally presenting themselves on social media and marketing your brand, which goes hand in hand with sales.
  • They are adaptable, with the ability to learn new software, programmes with an open mind to experiment with new techniques, due to the ever-changing world of Tech in which they've grown up.
  • Millennials are great collaborators - known as the “we” generation, they are renowned for their loyalty to people and place high importance on mentorship and peer-to-peer work.

But what can you do to attract them?

  • Provide the right perks that they genuinely want. More on that here.
  • Stay up to date with the latest tech. The millennial expectation is high because they are often tech-dependent. They want the right tools to do their jobs efficiently.
  • Offer a clear progression path. Professional development is a continuous process and providing a straightforward route will result in employee commitment and motivation.
  • Sell them the job AND the company. Millennials buy into the company culture, show them why they should be a part of yours beyond the role.

If you need support with finding the right salespeople for your sector, get in touch with the enable team. You can learn more about our expertise here.