Written for The Burnside News
I learned a lot in my first year of sales, but the most important thing I learned, is that there’s always more to learn. Sales professionals must live by these words: Ancora Imparo, Latin for “I am still learning”. Those were Michelangelo’s words at the age of 86. After decades of discovery, innovation and accomplishment, he recognized the value of living a life driven by the need to learn more.
The day we think we know everything is the day we get in the way of our own success. As business people in sales, we know that building a relationship with our clients and prospects that positions us at the advisor level is crucial. To become an advisor, we actively listen, qualifying prospects as we dig into their issues. When we learn more about them, we are better able to help them make buying decisions.
The same goes for personal growth as it does for growing your client base. When we listen to our peers, colleagues and business leaders, we open ourselves to new ideas and greater knowledge. This enables us to grow in our careers as business professionals in sales.
There is no room for ego in the sales profession. Confidence, yes. Self-esteem, of course. There are resources all around us to help us improve ourselves and our sales approach, and when we utilize those resources productively, not only do we grow in our career but we earn the respect of those around us. It’s a disservice to our careers to get lost in a routine and forget that there are always new ideas and approaches developing. Read books, read articles, pay attention to what is happening in Atlantic Canada. Always know there is something more for you to learn, and go find it.
Being open to learning new things isn’t about cramming as much information in your brain as possible. Having tools for selling and business behaviors aren’t things that need to be memorized or recited. There is no exam at the end of the year on what you learned about sales processes, client communication or closing deals. Being open to learning is about just that, being open. It was true for Michelangelo in 1562 and it is still as true to this day. Successful people are those who are striving to learn more in order to move themselves forward.
©2011 Sandler Training Inc. (www.atlantic.sandler.com) is an international sales, customer service and management training/consulting firm. For a free copy of Why Salespeople Fail and What to Do about It, call Sandler Training at 902-468-0787 or e-mail salescareers@sandler.com
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