Sales on a Beermat training
24th of November 2006
Yesterday Zahid, Marcus, Keean and I went to the Sales on a Beermat training event hosted by Mike Southon. We've all read the book and this training event was mainly a refresher and a chance to meet Mike in person.
I'm not a "hunter"; the first line of sales, but it's important to understand how that person works even if your own selling role is different. To use Mike's sales terminology I'm more of a "farmer"; a more relaxed position where you maintain relationships and sell more to existing customers.
What I like especially about Mike's training talk is that it's concrete. He gives actual concrete and real advice. Not principles and high level patterns. The only non-concrete advice he has is that about the most important attribute for a good salesperson: be liked. Really? I could never have guess that. :)
Of course one mustn't take absolutely everything Mike says as gospel but considering how little I know about sales, I'm going to take in and trust his advice.