The Hidden Art of Selling


Your job title may not necessarily put you in the front line of Sales and Business Development but for today’s professional it is essential to hone in on your sales prowess in order for you to sharpen your communication skills and fuel that all important growth within the business. Below are three easy to implement mindset changes to help you stand out from the crowd.

Elevate your thinking

I can’t begin to tell you how many people I meet that have a negative perception of sales professionals and Recruitment Consultants in particular (just check your LinkedIn feed!). Unfortunately there are certain people that do not understand why someone would want to work in the industry or that being in sales was indicative that you couldn’t find a career elsewhere.

My belief is that to be truly successful in sales you need to look at it from a completely different angle. The very best salespeople focus on helping others get to where they want to go.

In recruitment for example you only succeed when you help others achieve their goal, from a clients perspective you have solved a skill gap issue which will allow them to achieve their business targets and the candidate has landed their dream move with an organisation aligned with their career aspirations.

Tip – Elevate your thinking and identify the wider impact of your sales activity.

Question Time

The very best salespeople I have worked with always lead with intelligent, probing questions. I know there are a billion articles online highlighting the importance of questioning however it really is key to becoming a more effective communicator and salesperson.

Effective questioning does two things, firstly you display a level of humility that will serve you positively in any interaction. Secondly and most important of all you will start to receive key information that your competitors could only dream about. It is truly powerful for both parties when great questions are being fired around in a sales presentation.

Tip – Prior to your next sales meeting do your research and ensure you come prepared with great open questions to get under the hood of your clients needs.

The Problem Solver

One easy way to make you stand out from your competitors is to become obsessed with solving your client’s problems whilst at the same time delivering real value in your market place. You will see that salespeople within your organisation who are at the top consistently do not look at a prospect as a sale; they look at it as an opportunity to solve a problem.

You should be utterly obsessed with solving your client’s problems, and when you start to do this regularly your business and life will transform.

You will be known as the problem solver not the salesperson.

Published by: Sue Withers – Managing Director