What, in your view, makes a sales professional stand out and why do their customers find it easy to do business with them? Do you have any success stories to share – or – valuable lessons that you have learned along the way?

This Question was asked of me on Linked In. I liked what flowed off my finger-tips and posted it. Here is my answer.

Nicola:

My ability to be a top performing sales rep is most probably caused by my insecurities.
Salespeople stand out when they appear “natural”.

The ability to recognize yourself and your flaws as a salesperson is key. By being “human” people can relate. They let their guard down and thus let you in.

Good salespeople have an innate ability to do this. Then when they are “let-in” they stay connected.

Stay connected by doing what is best for the customer – not the bottom line. Customers know everything, even if they don’t reveal it.

Traditional sales techniques are transparent these days. We’ve all been to the “sales bootcamps” read “selling power” and tried to “close”.

But instead of “closing” get “closer” to yourself and as a result you’ll get closer to your clients.

Think “Jerry McGuire”