05 Apr 3 ways to be a better salesperson
If you want to improve your sales skills, try following these three tips from Unbabel CRO, Wolfgang Allisat.
At our first Sales Confidence event of 2019, at Level39 in Canary Wharf, we were privileged to hear six great sales leaders share their secrets for success. Based on these talks, we’ve put together some articles. Even if you couldn’t be with us, you can still get inspired.
Introducing Wolfgang Allisat. Wolfgang is the CRO of Unbabel, which he describes as ‘Uber for translation’. Unbabel uses AI and a global community of linguists to enable accurate and scalable translations between companies (such as Microsoft and EasyJet) and their customers.
Wolfgang’s talk was called ‘You can get better as a salesperson’ and in his unique and often hilarious way, he showed us how it’s done. Here are three tips from Wolfgang’s talk.
1 — Be authentic
First rule. Be yourself. Sales is full of people putting on fronts, trying to be someone else. However, this approach is unnatural and eventually, even if you are initially successful, you get found out.
Wolfgang singled out one particular way that salespeople put on a front. Can you guess what it is?
‘If you try to use NLP and you’re not a master, you will get caught and people will think you’re a fraud.’
Another way that salespeople often betray themselves is coming over far too enthusiastic about what they are selling, especially if what they are selling is actually pretty boring.
‘Don’t overdo it. Be passionate, but not over the top.’
2 — Focus on countries where you can do business
Being CRO of a business with offices in Lisbon, the US, London, Barcelona and Singapore, Wolfgang does a lot of travelling. Last year he spent 340 days on the road. It’s exciting, but a strain. You’re away from your family and friends. You’re working extremely hard during that time.
Therefore, make sure you choose places where you are not wasting your efforts. Make sure when you go to a new country, that you have:
· Market fit
· Speak the language
· Can do business
‘Don’t go to Singapore in month 3!’
Make sure you want to be out there, that the strain you are putting on yourself is worthwhile.
3 — Prepare, prepare, prepare
‘I really hate it when salespeople go into meetings and they don’t have a clue who they’re talking to.’
In 2019, there is no excuse for this. LinkedIn has made it easy to find out everything you could possibly want to know about the person you are going to meet.
Knowing who you’re meeting helps you build a connection, which in turn, helps you sell. You might find something in there, their hobbies or what school they went to, for example, on which you can really build a relationship.
What do you think?
It was great to hear Wolfgang’s bitesize tips on becoming better at sales. Now I want to know what you think.
How do you see salespeople putting on a front?
What do you do to make work travel more worthwhile?
What secrets do you have for meeting preparation?
Leave a comment below and tell the Sales Confidence community.
If you’d like to be at the next Sales Confidence event, please click here to see our schedule.