The one they always ask


Hello. Welcome to the stage – it’s good to have you here with me looking out across the room at the audience.

You’re a little late. As you can see my speech is coming to an end. But if you stand close enough you’ll hear my heart start to quicken in anticipation of what’s about to follow. Do you hear it?

Okay.  Stay with me – we’re coming up to the really fun bit.  What’s coming next is the best part about speaking and being in sales.

This is what being in sales is really all about – helping people solve their problems with the Q&A part of the event.

You ok? I’m not sure what we’re going to be asked but that’s why I love it so much. It’s the uncertainty that makes it exhilarating! That said I can guarantee that we’ll get asked THE question at some point, I’m certain of it. We always get THE question, always.

So – how do you like it up here? Not so bad is it? How many questions is that now do you reckon? 3 or 4 and no sign of THE question yet.  Have faith my friend – it’ll come. Y’know it’s fun having you up here with me.

Okay – here we go with another question. Yes, the lady in the second row with the blue dress. You’ve got your hand up.

‘Hi Rob. My name’s Michelle. I’ve listened to you talk about how, no matter what business we may be in, we have to sell. So can I ask you, don’t you have to be a born salesperson? Isn’t selling something that either comes naturally or it doesn’t? Y’know – don’t you need the gift of the gab and all that?’

Bam! I told ya! There it is. THE question.

Without doubt this is far and away the question I’m asked the most and the one I love to answer the most too. And that’s because it’s the one thing that holds so many people back in their business life.

So stay close and let’s bust a myth or two. Here we go:

Salespeople are definitely not born. It’s my opinion that they are most certainly made and I’ll tell you why I think that.

Let’s start with a little Zig. The late great Zig Ziglar was a mine of pearls of wisdom. And it was he who famously said:  “I’ve never seen the announcement of the birth of a salesperson but I read their obituaries all the time”.

And he is – or was – bang on!

If people didn’t start out in life as a salesperson but ended it as one, then they must have learnt it along the way. And so can you! So can anybody – I guarantee it.

Sales/selling and the strategy we need to adopt as a consequence has changed in the 21st century yes.

But I’ve successfully taught business owners, entrepreneurs and sales professionals from all over the country to identify potential customers, book appointments, handle meetings, give presentations, prepare proposals, negotiate, follow up and secure profitable business.  In short: I’ve taught them how to sell.

People from all walks of life – the well off, the not-so-well off, the well educated and the less well educated like me. The old, the young, the introvert and the extrovert – everyone can learn to sell.

Sure – you may have some qualities that will help you get there a bit quicker but that’s true of everything in life isn’t it? Everyone can learn how to sell.

Enough of this talk of the “gift of the gab”. That really isn’t going to help in the world of 21ST Century business.

I’m proud to have been in sales all my life. It’s a skill that took me firstly to the top of a corporate career and then to start and grow businesses of my own.

It’s a skill that I most definitely wasn’t born with. It’s a skill I learnt from others and am still learning. We should never stop learning. Henry Ford notably said that

‘Anyone who stops learning is old, whether at twenty or eighty. Anyone who keeps learning stays young. The greatest thing in life is to keep your mind young.’

So stay young and learn to sell and then, whatever your business or career you’ll have the ability to:

  • Identify customers
  • Generate enquiries
  • Book face to face appointments
  • Handle that first meeting
  • Give presentations
  • Prepare proposals and tender documents
  • Negotiate
  • Follow up
  • Secure quality business
  • Network
  • Exhibit
  • Speak in public
  • All off these form the role of the 21st century sales professional.

Every business’s success depends on its ability to sell a great service, a great product or a great idea.

So if you don’t think you’re a ‘born salesperson’ then join the club because I guarantee we were all made.

Being in sales has changed my life. And now it’s my turn to pass on those skills in the same way I learnt them: one-to-one and face-to-face with ongoing advice and support.

I’ve built businesses. Now though I’m much more engaged with helping to build people to think differently, generate enquiries, convert sales, make profits and build their successful business.

People just like you, see and hear what they have to say here.

If low or no sales are a problem to you I’d love to help.

Book a call here for a free-no-obligation meeting and I look forward to the day we stand together while you speak of your success.

Here’s to your best week ever.