Score Your Sales DNA
By Walt Gerano
For each area, give yourself a score from 1-10 (10 being best):
- Need for Approval – your desire for prospects to like or approve of you
- Control Emotions – the ability to control your emotions and not panic when caught by surprise
- Supportive Beliefs – your thinking supports your expected selling outcomes
- Supportive Buy Cycle – the correlation between the way you buy and the behavior you expect from your prospects
- Comfortable Discussing Money – able to ask the tough questions about finances and budget
- Handle Rejection – how long does it take you to recover?
Did you score over 45?
Play The Sales Brew:
By Walt Gerano, Sales Development Expert, Anthony Cole Training Group
What is a self-replicating material present in nearly all living organisms as the main constituent of chromosomes? It is the carrier of genetic information.
If you said, “What is DNA?”…you are right.
Hello and welcome to this week’s Sales Brew that asks the question, “What is your Sales DNA?”
Experience and sales skills are important, but they are not the only factors that determine sales capabilities. The level of Sales DNA is even more important. When Sales DNA is strong, it supports a salesperson’s ability to execute throughout the steps of the sales process. When DNA is weak, it hinders the ability to execute on skills and processes.
According to testing done at the Objective Management Group, a sales DNA Score is comprised of 6 things that have the greatest impact on sales performance.
Let me describe each one while you give yourself a score from 1-10 to come up with your Sales DNA:
- Need for Approval: The desire to make sure your prospect likes you or approves of you. When it exists, it may take precedence over getting the meeting or getting the business.
- Controls Emotions: When a salesperson controls their emotions, they are less likely to panic when “caught by surprise” on a sales call. When they panic, they talk to themselves and hear themselves instead of hearing their prospect.
- Supportive Beliefs: When you have supportive beliefs, then the way you think will support your selling outcomes. When those beliefs become non-supportive, they will sabotage those selling outcomes.
- Supportive Buy Cycle: The way that you go about making a major purchase. There are lots of components such as price shopping, research and comparing. A longer buy-cycle on your part will make you prone to stalls, put-offs and objections from your prospect. There is a 100% mirror image correlation between the way you buy and the behavior you will tolerate from your prospect.
- Comfortable Discussing Money: The ability to go in-depth in the conversation about finances and find where the money is they need to solve the problem as opposed to asking a simple question like “What’s the budget?”
- Handles Rejection: Today, there are fewer phone calls being made, but salespeople are exposed to more passive rejection than ever before. Calls not being returned and e-mails not being answered. It’s not whether or not you get rejected; rather, how long does it take you to recover?
So, how did you do? If you scored over 45, you are in good shape but could still get better. Pick one or two of the areas that you think are getting in the way of you having a more effective sales process and decide what you need to do to improve.
DNA in salespeople, who knew?