AdventuresinBeerSelling

Account Executive

What is some early advice that you received as a salesperson that is still relevant to your career today???

In between calls and thought about one of my first sales calls in my career and the advice I got.

I was a field rep training with a manager and he told me (after I fumbled on my words with a customer): "Never forget your the expert, no matter what. You always no more than the customer and if you don't know pretend you know...never let them feel like you're not the expert". It's advice I try and implement even today even though the progression of technology it can be difficult to keep up. Cheers

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28 comments

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Kosta_Konfucius

Politicker

Sales Rep

I have said this before but "A verbal yes, and a docu-sign are to different things"

AdventuresinBeerSelling

Member

Account Executive

That is a statement that has lasted the test of time! One of the worst things you can say at the end of the month is "They told me they were going to sign...."

Maximas

Tycoon

Senior Sales Executive

two:)

Head of Growth

If your intention is to "close a sale" - you're not going to win as much as when your intention it "to help your prospect solve a specific problem."

Framing your words, actions & behaviors around collaborating with your buyers to solve problems is going to go further - every single time.

AdventuresinBeerSelling

Member

Account Executive

This is excellent advice. My start in sales they didn't teach that way and luckily some great managers led me down this path after being a "grind them down and get the sale" salesman for a couple of years. It makes perfect sense, you're not in conflict with your customers you're in collaboration. Thx Brooke!

braintank

Politicker

Enterprise Account Executive

That advice is... odd

"Never lose alone" was an early lesson that stuck with me.

braintank

Politicker

Enterprise Account Executive

In my industry (cybersecurity) I basically adhere to the opposite

RealPatrickBateman

Politicker

🔪Amateur Butcher🔪

Literally some of thee WORST "advice" I've heard on this platform... and there's been ALOT.

Akin to "fake it till you make it" IMO🤡

braintank

Politicker

Enterprise Account Executive

Yeah -- that won't fly in IT sales

AdventuresinBeerSelling

Member

Account Executive

Yea I wouldn't say that was geared for cybersales. Its all about the customers. The customers I was dealing with back then new less about what the product did or how it worked, only about how it increased profits. Hence why the salesperson is always the expert. If you are selling a technical solution to a technical person then it wouldn't make much sense

coletrain

Politicker

Account Executive

Yeah, when I sold cybersecurity I would literally say "you'll laugh me off this call if I say it gets everything"

IT folks know their stuff and when you don't know yours.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Listen.

Kosta_Konfucius

Politicker

Sales Rep

...

AdventuresinBeerSelling

Member

Account Executive

Honestly the most important thing you should do

GTMLeader

Good Citizen

GTM Leader

Same concept, different verbiage - You have two ears and one mouth; use proportionately

SaaSsy

Politicker

Interesting - I think that advice was very classic to sales “back in the day”. I actually think I win deals by saying “I don’t know”, thoroughly investigating and then following up quickly. Best advice I ever received was a reminder that no one can win 100% of deals - stay consistent, work hard and learn to manage stress when you’re losing more than usual.

oldcloser

Arsonist

💀

It was mid-career for me. "Closing sales is no longer a viable notion because the close happens organically in the open."

AdventuresinBeerSelling

Member

Account Executive

Yes a bit of classic sales (It was a long time ago). I think the idea at least in my case was more about establishing credibility as a salesperson (which I was new so I had very little). And not looking like I didn't know what I was doing (which I probably didn't back then). I still use this and consider it effective for customers who really aren't interested in know why a product works or makes sense and only care about profits. I want my customers to know that they can be comfortable in moving forward because they are dealing with an expert.

SaaSsy

Politicker

Fair enough - I think the lesson there is more confidence and having conviction in your opinions/product knowledge, etc.

AdventuresinBeerSelling

Member

Account Executive

Excellent point.

SoccerandSales

Big Shot

Account Executive

Shut up. Not continuing to speak when you expect a response or asked a question. Can be the most helpful way to get good discovery on calls

Pachacuti

Politicker

They call me Daddy, Sales Daddy

2 eyes, 2 ears, 1 mouth. Use proportionally.

Diablo

Politicker

Sr. AE

Never take anyone on his face value

CuriousFox

WR Officer

🦊

Transparency is key.
Slow down. Listen.
Roll with changes. They happen fast and often.

AdventuresinBeerSelling

Member

Account Executive

I call that being "Proactively Reactive" LOL

Gasty

Notable Contributor

War Room Community Manager

Great discussion thread @AdventuresinBeerSelling. Couple of more like these and you'd be a strong contender for this week's leaderboard. Welcome nack the war room!

IYNFYL

Politicker

Enterprise SaaS AE

Sell like you want to be sold to. When I took a step back and thought...would I answer this cheesy pitch slap, I changed everything!

SaaSguy

Tycoon

Account Executive

"Don't suffer in silence"

Don't be afraid to explore every avenue to close a deal: partnerships/alliance, executive alignment, etc.

Ask for help if you need it. Use the resources around you!

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AdventuresinBeerSelling

What is some early advice that you received as a salesperson that is still relevant to your career today???

28 comments

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