By Carsten Leth Hansen, Senior Consultant, People & Performance A/S
Recently I visited one of our long-term customers. I had an inspiring conversation with the director about their needs in sales training. He explained that the sales staff were really skilled, but that he believed they should be even better. At one point he stressed that their sales staff were not at all ‘salesman-ish’.
I asked how a salesman could be good without being ‘salesman-ish’!
Sales is about helping the customer
The words of the director tell you something about the attitude towards salesmen. But what have they done to deserve their bad reputation? It is my experience that a lot of salesmen have tried to make themselves interesting WITHOUT showing proper interest in the customer – and that’s what earned them their reputation.
Sales is a noble trade; and the job of the salesman is to help his customer make the right decision. For that he needs good communication skills. We design a training course in sales communications that is based on the challenges your sales staff face and on the customers they serve; making your sales staff ‘salesman-ish’ in the good and profitable way!
For further information about sales communications, please contact Carsten Leth Hansen.