As a Sales person, it is a great skill to be able to adapt you style depending on the buyer with which you are interacting, however this is no easy feat and requires regular sales training, support and of course, practice. The signs indicating whether an enquirer would enjoy the “relationship building, a detailed proposal and time to reflect” approach or the “quick and fast, no-messing, strike a deal” type approach can often be subtle; few people function at the absolute extremes.

Naturally, one can quite often lean strongly towards offering the very same style with which they themselves feel most comfortable. Sales training will offer the ways and means and all important awareness that helps to control this impulse, understand the buyer and achieve results.   

I recognise that different sales roles demand varying skills and levels of awareness in a range of aspects however, having been given a formal set of skills with which to work, it enables one to more readily recognise why one sale was successful yet another wasn’t. That moment at which one is able to ponder upon, identify and refer to a previous piece or time of learning is the moment at which a skill is encouraged and likely to mature and ripen! However, without the initial knowledge upon which one can anchor the experience, it can be lost.

By Claudia Cooney | Righttrack’s Sales & Key Account Executive