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The Center for Sales Strategy Blog

Are You a Salesperson or a Business Person?


There are so many areas in life where balance is important. I believe a political view too far to the right or too far to the left is not healthy, and a workout routine that is exclusively power lifting will not make you as healthy as a more diverse exercise routine.  

This is true in the sales profession as well. Great salespeople are generally hard workers and focused on the job at hand. But if you spend all your time focused on selling and not on understanding the greater business climate, you will not be as effective in your selling or as helpful to your clients.

If you sell media, you need to make it your business to understand consumers and what motivates them to act. If you sell staffing solutions, you need to understand the Millennial generation and what causes them to change jobs more frequently than baby boomers.

Becoming a more well-rounded business person is as easy as A-B-C!

A is for Ask.  

Ask your coworkers what they are hearing, trends they are noticing.

B is to Be.  

Be a reader. Always be learning.

C is for Curious.  

Become someone who is genuinely curious—when you talk to clients, especially.

The more balanced you can become, the more valued your prospects will see you. They'll view you not only as a salesperson, but also as a partner who can help them be more effective in their companies.

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Topics: successful sales meetings Sales