Can I succeed in Sales?

[AJ1991]

Some background information;

- 25 years old
- Recent graduate (Psychology BSc - high 2.1)
- No previous sales experience

I have a sales graduate interview coming up in about a week. Unfortunately, I'm not the most confident of guys. In fact, I'm generally quite shy - and I usually just look on in awe at true charismatic salesmen doing their thing.

I've obviously impressed someone enough through my resume and test abilities to actually score an interview. However, I'm worried that I'm simply wasting my time. I want to make a lot of money, become one of the best salesmen in the world, and build my own online business. I also want to completely destroy my social anxiety, and become a confident, charismatic individual.

But is this enough? Will companies give me the opportunity? I'll either crash and burn, or I'll destroy my social anxiety and go on to hopefully become a great salesman.

Of course, the wise thing to do would be to attend the interview anyway, and find out for myself. Unfortuanely, the interview takes place over 400 miles away from my current location. With being such a huge commitment, I need to know I'm not just wasting my time.

I want this really bad, but I'm also a realist, and understand that some things may well be out of reach (at least for the moment).

Thoughts?

 

[beasty]

NO

 

[AJ1991]

I was expecting a slightly more helpful, constructive and/or intelligent answer from a forum full of salesmen.

Regardless, I accepted the interview this morning so I'll be finding out next week.

 

[beasty]

It is a very useful reply

NO is the most common word you will hear as a salesman and how you react to it is more important than the potential client saying it

Lesson 1
Complete

 

[beasty]

Lesson 2
When you sell something, your best approach is to prompt your potential customer to tell you as much about themselves as possible, you then fit what you have into what they have told you, they end up selling their nee for your product or service to you.

You may not have heard People buy People, it is true, how you connect beyond your product is as important as your pitch.

Asking for business is something people are scared of, you might not be confident, but you need to fake it when you go to close as confidence ad expectation that the customer will do the deal substantially increases the odds of it happening.

In this regard your interview is a sales call and everything applies to the interview too, listen to what they need and fit in your persona to their need and close them with subtlety during the interview.

 

[Mark T Jones]

Most people can succeed in sales - it doesn't rely on qualifications but on dedication, focus and the ability to learn and employ certain skills - the most important being the ability to shut up and listen - and then adapt what you hear into benefits

As Beasty has alluded to, you also need a sufficiently thick skin to realise that 'no' isn't final (still less a sign that they don't like you or your product) but very often a step in the process of gaining their trust and commitment

There are of course many variants of selling and different environments, I'm mostly referring to professional, relationship building environments

at interview, ask lots of questions (it takes pressure off you and you will learn a lot about what they want)

Don't dive into quick answers, particularly to curved ball questions. Don't be afraid to ask what they mean you will likely be judged more on interaction than the actual answers given

That said, research the obvious questions and consider your answers in advance

 

[Chris Ashdown]

Suggest you go to the library and pick up a couple of books on selling which will give you the basics

Next before any selling to any company look them up in the internet and understand what they do and why your product will be of benefit to them

Do the same with the company you have your interview with, see what they make or sell and imagine trying to sell the benefits to them

Many people call my company trying to sell everything but have no knowledge if its something that would be of use to my particular company,

 

[billmccallum1957]

Last sales interview I went on, the Sales Manager handed me a wooden spoon and said "sell me that". Expect something similar, you have to pitch the product and convince the customer its worth the asking price.

https://www.entrepreneur.com/article/65984

 

[AJ1991]

This is a lot to take in.

I can deal with rejection relatively well.

I'm aware of the 'sell me this pencil' request. However, I wouldn't be able to sell a pencil or a spoon right this second if I was put on the spot. I've not previous sales experience, and my social confidence isn't even close to the level most would expect from an aspiring salesman. I'd probably get as far as asking "How long have you been in the market for a pen?" - then cave. If they said they're not in the market for a pen, I honestly wouldn't know what to say next. Shake their and and leave? Or continue questioning until I find something to latch onto?

I'm holding on to the hope that this is a graduate position (we receive training), and that the interviewees no full well that I have no prior sales experience - therefore won't be asking me anything too demanding.

I'm currently reading "How I raised myself from failure to success in selling" by Frank Bettger. I know the basics, I just haven't had the adequate practice to really implement them.

I've got all of next week to practice potential questions, figure out how to sell a pencil (through asking a series of questions I'd imagine), and develop my social skills as much as possible (perhaps by speaking into a camera).

The smart thing to do would be to spend a year working in a call centre or in retail, as a means to develop my confidence and verbal abilities. Perhaps that will be the next step if this interview goes to shit despite my best efforts.

Going to be a rough week.

 

[beasty]

Sell me this pencil?

Its your pencil mate, if you want to pay for it again, perhaps I should be interviewing you, besides the job description said I need to be I.T. literate there was no mention of pencils. This pen on the other hand is something you should look at, most people have moved on from the pencil, I can do you a deal on the pen right now which will actually include a free pencil for you as a one of special... show me your wallet please

I like to fk with people when being interviewed...(Not had one for a while mind)

 

[Scott@KarmaContent]

What is it you are going to be selling? Is it B2B or B2C? Product or service?

 

[MBE1]

I would advise firstly research the company offering the job, the internet is a wonderful thing. I was contacted with what seemed a good position recently, 10 minutes on the web and I had found all the directors histories, all start and close companies, real scam merchants, on the run constantly fleecing people, I obviously turned them down.

If the company seems good, research what other staff members think, the customer reviews etc, financials and so on.

Sales more than any profession is judged on results, so you might have a record year and still be sacked for a bad week/month of sales.

Most sales techniques can be taught, but a handful of people are naturals and often do not understand how they do it themselves. Only you can decide if you would like sales, but it's not a good trait to be shy and introvert, you will either gain confidence or crash and burn. The most important trait of any salesperson though is the ability to make relationships quickly, and to actually listen to what the client wants, not to be told what you want to say.

 

[UKSBD]

https://www.ted.com/talks/susan_cain_the_power_of_introverts

 

[Chris Ashdown]

Sir the average office in the past user's uses about 20 biro's a year at 50 pence each they made notes that looked like spiders webs as the crossed out spelling mistakes and doodles but continued without any thought of starting again with a well presented not, They probably take home the odd one etc

Now days they have come a long way and hate the simple Biro and now want the top of the range gel roller ball pens at about £7-10 for a pack of 3 which with your staff of 40 people adds up to a lot of capital yet you still get the messy notes, so whilst the cost has gone up the end result is the same

Our new pencil goes back to the old fashion methods but with a modern twist, mistakes are easily rubbed out giving a clear note or form and our modern twist is a special lead that is far blacker than anything you remember from the past, it even writes on the waterproof forms your door to door sellers use

We can also do a similar lead in our propelling pencils

All this at a price of a few pence for each one reducing your costs from £xxx to £x

Five min off the cuff

 

[AJ1991]

I'll be selling software, and it's B2B (as far as I know). The companies name is Access Group. Not sure if anyones heard of it? It's quite fast growing.

I know it's entirely possible that I'll crash and burn, as opposed to rapidly develop confidence. I figure I just have to go for it though, because I'll never know otherwise.

The hard part of the interview, will be convincing them that I won't crash and burn. I've proven myself in other areas (more hands-on work and education), I've just never proven myself in sales. As far as I know, I've never made a sale in my life.

I know I've got potential. From what I've been reading, it doesn't sound like you need to be a highly extraverted, charismatic individual to be good at sales. It seems to me that if you're a good listener, have a little bit of charm, and know what questions to ask (something one could learn), you can make a career in sales.

 

[AJ1991]

I'll be selling software, and it's B2B (as far as I know). The companies name is Access Group. Not sure if anyones heard of it? It's quite fast growing.

I know it's entirely possible that I'll crash and burn, as opposed to rapidly develop confidence. I figure I just have to go for it though, because I'll never know otherwise.

The hard part of the interview, will be convincing them that I won't crash and burn. I've proven myself in other areas (more hands-on work and education), I've just never proven myself in sales. As far as I know, I've never made a sale in my life.

I know I've got potential. From what I've been reading, it doesn't sound like you need to be a highly extraverted, charismatic individual to be good at sales. It seems to me that if you're a good listener, have a little bit of charm, and know what questions to ask (something one could learn), you can make a career in sales.

 

[Chris Ashdown]

Actually it is the most depressing job in the world, you are trying to meet targets yet all you get is rejection in all its ways, be it No, or I will think about it, I will bring it up at the next planning meeting etc all ways to say no without using that word.

I you have a team leader who will shower you with praise after every sale then you have a bright spot in the week other wise it's very dark
Unfortunately you do not have the time to keep going back and whilst you do listen your job is to visit once and make a sale, no if's or but's to make a sale then and there

You cannot afford to be shy or reserved the basic wage you will get is that basic you need sales to make a living and can make a fantastic living if done well

What makes you think selling is the job for you?

 

[beasty]

I do not see sales as depressing at all, i see it as the best job in the world, its easy money, you chat all day, you can compete and its hardly work, when there is no one left to compete with i simply aim to do more today than i did yesterday.

I am a salesman

80% of people who work in a sales environment should quit as they feel like Chris above

 

[Chris Ashdown]

For the right person who can handle rejection you are completely right Beasty, unfortunately there is a great number of people who try and leave soon afterwards either cannot close or cannot accept the rejections

There are also jobs where all potential customers come to you, where others are cold calling all the time a massive difference

The high earning power of the good salesman shows the value of a good one

 

[MBE1]

No-one on a forum can say whether you will make it, 90% of sales success comes down to personal attitude, can you motivate yourself for the huge amounts of rejection you will inevitably experience, can you train yourself to listen to your clients and see opportunities.

Simple fact is as humans we are self programmed to say no or raise objections without a thought normally, so you will need to finds ways past these obstacles.

Best of luck.

 

[AJ1991]

I'm having doubts to be honest. My heads all over the place right now.

I have quite frequent episodes of depression, which drains the life out of me and destroys my motivation. Even though I have goals and a vision of where I want to be in 10 years, I don't think I've got what it takes to achieve this.

The reality is, throwing my self in the deep end doesn't necessarily mean I'll find a way to stay afloat. I could just drown. I'm scared to take the risk. I just hope that one day I can change my 'bipolar mindset', and go on to become a success.

I think I'm going to go for the interview anyway. The doubts come and go, and I think I need to just go for what I really want, rather than give into the temptations of my 'depressed' side (curl up into a ball and die), regardless of how I feel in the moment. At least I can say I tried.

Anyways, I appreciate everyones responses and advice.

 

[Chris Ashdown]

Great you are going , You may well find the job suits you very well and they give great training,

As I said before some salesmen type jobs are just dealing with sales esquires, answer the phone, answer some questions and get the sale others are walking the streets knocking on doors some sell cars the word salesman if very wide

If for no other reason its great to get experiences of interviews as it can only help you in the future if your not accepted this time

Best of luck, the forum is rooting for you

 

[Scott@KarmaContent]

Not all sales jobs are the same. I worked for an energy broker years ago, my first ever job in sales. You were expected to try and sell a new business gas/electric contract in one call. There were some people there that were excellent at it, had all the banter. I was awful, hated it and walked out after several weeks of barely keeping my head above water in sales.

Not long after, I managed to secure a role in medical equipment sales. Not quite sure how I got the job but I did. This was a much more consultative sales role that had an average of three months from first contact to sale and was a knowledge based, solution style of sales. I smashed my targets every month with ease because it suited me more than the 'barrow boy' buy now style of sales.

Nothing wrong with either style of sales, just that one may suit one more than the other.

 

[AJ1991]

Thanks for the support.

I'm finding it hard to find any real opportunities at the moment. Most graduate positions here in the UK at least, require sales experience of some kind.

 

[MBE1]

I would recommend trying to work on an ordinary market, not as a full time occupation necessarily but to learn the basics and it will give you a basic idea of the sales process. Very easy to do, plenty of part time jobs around, worth trying for a couple of weeks, most importantly you will get a lot of face to face experience, worth it's weight in gold in all manner of future occupations.

 

[StevePoster]

Some background information;
- 25 years old
- Recent graduate (Psychology BSc - high 2.1)
- No previous sales experience
I have a sales graduate interview coming up in about a week.
Thoughts?

Sales marketing is too far from Psychology field and I would suggest to take some professional advice from the well experienced people and especially the basics will introduce you. Joining active online communities will help you a lot to prepare in this interview.

 

[beasty]

Degree means zero

Sorry to piss on your chips.. but that is the reality, everyone has a degree, it is what can you DO that matters

NOTE.. not everyone has a degree but having a degree is not going to impress anyone

 

[garyk]

I know the access group, they do accounting software.

So this is B2B and its really a 'consultative' sell, not really selling a pen. Its going to be a large spend for a business and something they won't undertake lightly because the cost of switching their accounting software is probably going to be as much as buying the software itself.

I've worked in the reseller channel for accounting software. So what would I do? Leverage existing 'friendly' customers and try and get case studies and testimonials for different verticals. So lets say you have an existing manufacturing customer you get a case study from them and then you can use that if any manufacturing prospects turn up etc. etc.

Also get any collateral/help with previous customer migrations so that you can tackle the biggest issue any business has with switching systems. In fact I've done work for several SaaS accounting providers to migrate Sage data to their platform as you need to remove this pain for prospects.

The key is prep., you won't go and sell a £30K system with some 'spiel'. You need to build a relationship and credibility first.

Can you do it? Of course you can. You're young (and should be) hungry to earn some good cash so work hard and focus.

 

[ethical PR]

Have you spoken to your university careers people. If not go and see them/contact them. They are there to help recent graduates like yourself identify opportunities that are right for them.

 

[Mark T Jones]

Degree means zero

Sorry to piss on your chips.. but that is the reality, everyone has a degree, it is what can you DO that matters

NOTE.. not everyone has a degree but having a degree is not going to impress anyone

Can't agree. There are still many organisations who run graduate schemes - and from the opening post this appears to be one. Also, the directors of the business make a big deal of their own degrees which would imply that they are keen on them.

Now, whether you need a degree to succeed is an entirely different question.

 

[Debbie Barnes]

Hi AJ,

Most graduate sales jobs tend to be quite aggressive sells, but I also struggled with confidence in my early twenties and found that not being the 'true charismatic salesman' you mentioned worked to my advantage in sales.

People buy from people, and you might find that your softer approach and level of education helps you stand out from your colleagues. By helping to find the right solution for your clients, they will keep coming back to you again and again because they know they can trust you. This kind of 'solution selling' is really valuable to industries like IT which requires selling in to multiple stakeholders and understanding each individual's personal and business objectives.

I would definitely go to the interview even if it's 400 miles away just for the experience. If it doesn't work out, look at applying to SThree who have an excellent sales training programme.

Best of luck! Debbie

 

[beasty]

Can't agree. There are still many organisations who run graduate schemes - and from the opening post this appears to be one. Also, the directors of the business make a big deal of their own degrees which would imply that they are keen on them.

Now, whether you need a degree to succeed is an entirely different question.

Point is new graduates think they are special and want GRADUATE specific jobs.. the fact is there are not many and it takes people a bit of time to re calibrate to the fact that once you are out in the real world with an undergraduate degree you are on the first step of the ladder and what you can do is more important than your ability to write 5000 words on why dogs salivate when a bell rings.

 

[Thermodynamic Man]

Personally I do not subscribe to the view that there I such a thing as a born salesman. Sales to me is an art and skill. As with any other position in life, to be a success in your chosen field you have to learn and practice. And when you are done practicing you practice and learn some more. Then you keep on learning until the day you retire...and then some.
There are certain roles that require you to take the "barrow boy" approach. There are also those positions that require you to do the soft consultative approach too
Whilst they are positions in sales and take different approaches to achieve making the sale they all have the basic fundamentals. You have two ears and one mouth...use them in that ratio. Never feel that a no straight away is a call for you to pack up your bag and say goodbye. The customer could be saying no because he doesn't like you admittedly...so use those initial 7 seconds to impress with as much effect as possible. But he could be just saying no because he is not quite sure, It may be that you have not fully explained the benefits to him or even what it does. Or it could be the size or colour is not right for him. Ask him what his reasons are. The chances are he will tell you and you can arrange something that suits him better .Perhaps it is the initial outlay that is putting him off. Do you a payment scheme that would suit him? I could go on but I am sure you get me drift.
There are many reasons why you lose a sale. Don't beat yourself up over it. Just try to learn from it so that you are better in the next call
As I said. Sales is an art, a skill to be learned. Vaving a degree really means bo diddly squat I am afraid. I know of many great salespeople who left school at 16 with nothing. All because they wanted to get a wage. They started at ground level and learned the ropes
If you are unsuccessful at interview don't kick sales into touch. As you said, maybe get a call centre job. Even if you do not succeed at that I know you will certainly get a crash course in overcoming objections anyway.
Good luck and keep us all posted as to how it goes

 

[billmccallum1957]

AJ, read what @garyk has said, nothing is more valuable than experience.

Go through their web site and learn what they offer and do some basic research about accounting software.

 

[monaug5]

Have you considered working in a junior sales role as an intern for a couple of months. You can do well there.

 

[Monquiel]

Product or service?

 

[HighProxies]

If you have the will to succeed, then you can do it! No one on here will be able to say if you can do it or not. This is all up to you!

 

[beasty]

I bet he wont get the job as he has no experience an was like a mouse as he arrived on the forum, even though it is a consultative sale, confidence is fundamental to meeting people and introducing business.

 

[Lloyd N8N]

Firstly, you've mentioned about severe bouts of depression - I hope you're seeing a doc or having counselling to help with this.

Secondly, on to my killer interview question for a job - it has 100% success rate with me (twice) and with everyone I've told it to...

At the end of the interview when they ask if you have any questions... your last one should be:

"Do you have any reservations about giving me the job?" (Or words to that effect).

If they say "no", then great, you've got the job. If they say "yes", find out what they are and sell against them.

That way, you've walked out of the room and you've answered any doubt they had.

Good luck!

 

[beasty]

"Do you have any reservations about giving me the job?" (Or words to that effect).

It is not a killer question as you put it if you ask it just as you leave, because if they say YES you are leaving, its much better to ask this before the end so you can address any concerns or weaknesses they perceive

Your killer question made no difference to you actually getting the job, you were getting it regardless