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An Impostor Exposes Themselves

Sales reps that are not committed to learning more about the product, industry or prospect always expose themselves. It doesn’t happen at first, but with time, it happens. Because the length of the conversation, the discussion around the relationship build, can only go so far if the sales rep doesn’t have much passion for what they are selling.

Then they expose themselves as an impostor.

That includes the old adage of learning to sell yourself. If you cannot sell yourself, you don’t know who you are, and people generally don’t buy from fakes. At least, not for long.

This means that sales reps who want to be good at what they do need spend additional time perfecting their craft. Not just the damn pitch, either. Stop learning how to sell, start learning how to engage with what you are selling. It’s important that you truly want the product to do well in the hands of the right customers, and that you believe you are the conduit to that growth.

Many reps make the mistake of just learning more about product features. But none of those features matter if the person selling the product doesn’t see the use to the prospect. Then, it becomes about price, which isn’t really as much of a value, as it is a blatant bargaining chip.

If you are selling a vacuum, learn to clean carpets more effectively. If you’re selling cars, start working on the guts of the engine, see what makes the vehicle tick and why someone would find value beyond the safety ratings, etc. And if you sell tickets, why not attend a game, not as a fan, but as a casual observer. Ask yourself why this territory, this space, this date, this promotion, is important enough to buy into.

The difference between a real and a fake is that the real person will always ask the question, while the fake one will tend to avoid the answer.

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1 Comment

  1. Kathy Burrows
    October 9, 2016 at 2:32 pm — Reply

    This is absolutely true. And, on the flipside, managers/directors/vp’s who don’t continually help their staff to improve throughout the year will find the same results or less, year after year. Whether in sales 1 year or 100, we should always be improving our craft. Great article, Troy!

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