[kinghtown]

Hey, I worked in sales for years. So did my mother. I started B2B sales when I was 16.

Don’t “learn” sales. A lot of reading material and courses could actually negatively effect you by causing you to overthink things. At best, you will come across as calculating and at worst you’ll lose deals due to getting lost in the weeds.

Here’s two things:

Whenever you deal with someone, try to conceptualize yourself as a consultant and not a salesperson. Great sales people are more like matchmakers, people have some kind of problem and you have some kind of solution. People are pretty sensitive to in situations where they could be persuaded. Conversations should have the feelIng like you are trying to convince a friend to watch a really cool movie rather than high pressure, ultra confident wolf of Wall Street closing.

Two, if you really want to learn the actual craft of it then put yourself in more situations where you can talk to a salesperson and put them through their paces. Start taking calls from telemarketers and instead of hanging up tell them you would rather they send you an email. Go to a car dealership and tell them the car you want is too expensive. This is a decent way to get experience.

[dika46]

agree. previously more than 10 years work on software engineering, and this year pointed as Sales & Marketing.

B2B to be precise. I am positioning my self as a consultant rather than salesperson. building trust and develop close cooperation with potential users/clients. not a easy way for geek like me, but trying is better than do nothing.

[kinghtown]

Keep that mindset. Hardest part of B2B is getting people on the phone and dealing with secretaries. Everything else is a cakewalk, literally, if you can come across as casually confident and helpful.

I’ve had so many different approaches over the years but I find that being lovable and genuine works best (but you still have to close those deals, it’s not all roses.)

[andi999]

About wolf og wall street: if you look at some john belfort material online in reality (or what he chose to put online) he does what you suggest. (Of course not in phone cold call selling)

[jppope]

I would argue against this comment... it is very useful to actually learn the culture and the techniques. Not that the general advice here is in poor taste, just saying that simple concepts won't help you fully understand something that is inherently complex.

[kinghtown]

And I would disagree with your comment on similar grounds. There is undoubtedly a lot of nuance and experience in sales, technical requirements depending on the industry, but forgive me, I’m not going to outline everything in a comment.

I am arguing that a book won’t cut it and may do more harm than good. Advice from great salespeople must be taken with a grain of salt. Because the core of sales, making deals, is more feeling than logic.

I’ve seen people sell extremely well with zero experience as well as seasoned pros who are inherently terrible at the job. Salespeople overthink the strategy and lose sight of what really makes money: making that motherfucker say yes. If you want to do that then you need to really embrace your role properly and forget about being a shark or a shooter or whatever. You are helping someone or some organization either make more money, save money, or do their job easier than before. Everything else is bullshit strategy for guys who don’t actually believe in what they are selling.

Edit: that reply could be misconstrued as aggressive but I’m set in my ways, which I know work best.

If OP doesn’t want to mentor under a sales manager in a business and learn the job that way, then as a practical suggestion:

Skip the self help books. Zig Ziggler and how to make friends and influence people, etc etc. Skip all that.

Get a College textbook on being an Entrepreneur. Something that will help you with the nuts and bolts backend stuff.

[ky3]

> Salespeople overthink the strategy and lose sight of what really makes money: making that motherfucker say yes.

What if he's not a motherfucker but actually a motherlover? How does that change your sales technique?

[kinghtown]

They are usually pretty agreeable and say yes at the end of a pitch.

[ky3]

The way you say it, I can't tell whether you do sales or stick-ups.