216: Do You Have An End To End Sales Process

<p>“I like talking with people, so I want to be in sales” is a terrifying conversation to have with one of your staff.  They are not doing so well in their current role, so they imagine they will just glide across to sales to have an easier time of it.  They may try and do it internally as a switch of roles or they may quit their current job and go and try to get a sales job somewhere else.  Given the shortage of salespeople in Japan at the moment and from now on ad nauseum, there is a strong chance they will be picked up by a competitor or another company quite easily.</p> <p> </p> <p>They are partially correct.  Yes, it helps if you like people as a salesperson.  Also, having good communication skill is a definite requirement.  Talking to someone and persuading them to hand over their hard earned cash is a different equation.  What do we talk about, how do we talk about it, when should we be silent, when should we speak up?  These are important questions about which they are ignorant.</p> <p> </p> <p>When I hear people say they like “talking to people” that sets off an alarm in my head.  One of the biggest issues with salespeople is that they talk too much.  I am guilty of it too.  I am passionate about helping people to grow their businesses and their careers, so I bring a lot of belief and energy to the conversation.  That is all good, but it is also dangerous.  If I am doing all the talking, I maintain possession of what I already know but I don’t gain any additional knowledge of the client and their problem.</p> <p> </p> <p>Sometimes, I catch myself and realise the only noise in the room is me talking, so I should ask the client a question, shut up and get them talking instead.  I want them to tell me about their current situation and where they want to be.  In Japan, you can’t do that.  Clients are passively expecting your pitch, so they can destroy it and assure themselves this is a low risk transaction they are considering entering into.  So, the first thing out of our mouths here has to be a question se