Mike And Alison After Hours — Key Skills For Salespeople

On this episode of the Mike And Alison After Hours podcast the co-hosts discussed key skills for sales professionals to develop.

Mike And Alison After Hours — Key Skills For Salespeople

On this episode of the Mike And Alison After Hours podcast the co-hosts discussed key skills for sales professionals to develop.

While the Mike and Alison After Hours podcast usually feature a guest, this week the co-hosts caught up with one another and had an open discussion about a range of different sales-based skills, from forecasting timelines to evaluating prospects.

Check out the full video for the complete discussion:

What Skills Do Salespeople Need To Develop?

The co-hosts started this week’s episode by talking about where Alison was in her current sales work. She explained that while she’s close to reaching an incentive, she knows she can’t rush the process and push over the finish line just yet.

Sales is often a matter of patience, and so, she’s trying to focus on doing her job well, instead of being impatient about reaching the incentive. In this episode, Mike and Alison referred to a few great books, including The Entrepreneur Roller Coaster: Why Now Is the Time to #JointheRide by Darren Hardy, What Every Body Is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro, and Blink by Malcolm Gladwell.

Over the course of this discussion, Mike and Alison explored a number of key best practices for sales professionals:

  • Invest In The Long Term: It’s important to recognize that some leads won’t pay off right away. Some relations need to be developed over time before they bear fruit.
  • Recognize A Poor Prospect: At the same time, it’s important to develop your ability to recognize when the interest isn’t there, or when someone may not be an ideal client. If it’s going to cost you too much time to develop, or they’ll be an overly expensive sale to make in terms of your resources, it’s best to cut your losses and move on.
  • Embrace The New Normal: It’s been more than ten months since we all went remote — isn’t it time to start working from home like a professional? That means dressing and acting properly when you’re on camera, paying attention to what’s in your background, taking responsibility for errant noises and distractions that can come through your unmuted mic, etc. We’re past the grace period in which it was OK for a Zoom meeting to be an uncoordinated mess — treat your next video sales call like an in-person meeting.

For the complete discussion, make sure to check out the full episode of the Mike And Alison After Hours podcast. Be sure to share a link, a like and a comment to our show on LinkedIn, Facebook Twitter and Instagram. One lucky listener will win an autographed copy of Alison’s book, The Addict In Aisle 7.

Want to be a guest on our show? Contact Mike or Alison today!

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Keith Heilveil

In 1999 Advantage Industries was created to protect and promote our client’s success through the use of innovative technology. Our company is a full services technology firm that provides computer network support and solutions, managed services, cybersecurity, and custom application development for small and medium businesses in the Maryland, DC, and Virginia areas.

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Tim Happel

Tim Happel

Sr. Director of Sales, PMP

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