Jason DeAmato - Sales 101
Jason DeAmato is a sales executive, author (thebestsalesbook.com) and entrepreneur with expertise in sales training, recruiting, and business development.
Jason's first sales book is an international hit and #1 Amazon Bestseller has sold in over 15 countries worldwide. It is titled The Pocket Guide for Sales Survival and is available at www.thebestsalesbook.com
The Island of Sales presents: - How to Recruit Great Salespeople.
I love talking about how you hire, train and develop great salespeople. It does all start with the hiring process.
Although there are many factors to play into this, look for people with "4 bucket" potential when interviewing. Keep in mind that recruiting superstars in NOT easy, and you must have an elite strategic approach and the instincts to match. Hiring the wrong person for your sales organization can cost up to 5x the base salary you are paying, and most always, will cost you 3x the base salary. A mistake that can be deadly to your bottom line when repeated. So never hire someone because "we need someone now" in fact, remove those words from your vocabulary and replace with "we need the right person and I don't care how long it takes."
The 4 buckets:
Bucket 1: Innate - this bucket contains competitive drive, ability to adapt to people, and one's instincts. People with strong bucket 1 are often "naturals" when it comes to communicating and selling. Look for highly emotional intelligent, self aware, adaptive and competitive people.
Bucket 2: Foundation - this buckets is all about what I call G.A.R.B. Goals, Attitude, and Relationship Building. Without any of these you cannot be a top performer consistently. Also in this bucket are two more very important factors: student mentality and work ethic. How hard is someone willing to work and to what degree are they willing to improve? If you hire people with strong attitude and student mentalities you can train them on most soft skills.
Bucket 3: Process - Your process is the map you follow when engaging a customer. Not using a process is dismissing the science of communication. Much like a road map it guides you to the quickest and most optimal route to your destination. Much like bucket 4 this is also a skill that can be learned and applied.
Bucket 4: Advanced Sales - This bucket takes more time to master. It contains theory and best practices such as impulse factors, overturning objections, social styles, tone, and the more sensitive dealings in long sale cycles. The beauty of this bucket is it can all be learned!
Sales is such a challenging and rewarding career. No career path offers such excitement and challenges. The world is also starting to recognize that sales is not a dirty word but on the contrary something to be extremely proud of. Being great at sales starts with the foundation (GARB) and the sales process. Advanced techniques can only be learned after a solid foundation and process are in place.
The international hit book The Pocket Guide For Sales Survival has been sold in over 15 countries around the globe. It is the essential sales book for both new and veteran salespeople. The book is available now at www.thebestsalesbook.com
To book an expert consultant or speaker for your sales company contact theislandofsales@gmail.com
For more information email jason.deamato@gmail.com
or visit www.bestsalesbook.com
And remember - Have Fun- Always handle your customers with honesty and integrity. - Jay D.
