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4 Rules to Follow to Be a Great Salesperson
Episode 14: 4 Rules to Follow to Be a Great Salesperson with Joe Barhoum
Anyone out there who still thinks that to be good at sales one only needs to have the gift of the gab and a charming smile, get ready to change your perspective! Today’s guest, Joe Barhoum, a computer science graduate, was drawn to sales because he wanted financial freedom and more control over his time than he was getting in his technical line of work. 12 years after his transition, he has written three books about the sales world and is running his own sales consulting company. In this episode, Joe explains the meaning behind the 4 rules he developed which will not only make you a great salesperson, but a good human being as well; be honest, be prepared, create obligation, and be inquisitive. He argues that there are hard skills that are required to succeed in sales, that we should not admire salespeople who claim they, “Can sell ice to an Eskimo,” and that seeing sales as a career rather than a job can completely turn your life around.
Key Points From This Episode:
A rundown of Joe’s educational and professional background.
Why Joe was drawn to sales.
How sales has changed since Joe entered the field in 2009.
Joe’s four rules for being a great salesperson are also rules for being a good person.
Why “be honest” is one of Joe’s four rules.
Knowledge that salespeople have in order to be honest with their customers.
How to handle a question from a customer that you don’t know the answer to.
The idea behind rule number two; be prepared.
Why you should always plan ahead.
Joe explains why so many sales people struggle to advance and close deals.
Important skills that interviewers often don’t look for when hiring salespeople.
Rule three: create obligation.
Some examples of how obligation can be created.
Viewing sales as a career versus viewing it as a job.
One of the biggest mistakes you can make as a salesperson.
The value of being inquisitive as a salesperson.
Cognitive biases that buyers can hold.
New meaning Joe has attributed to the commonly used ABC acronym.
H
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By Sales SamuraiEpisode 14: 4 Rules to Follow to Be a Great Salesperson with Joe Barhoum
Anyone out there who still thinks that to be good at sales one only needs to have the gift of the gab and a charming smile, get ready to change your perspective! Today’s guest, Joe Barhoum, a computer science graduate, was drawn to sales because he wanted financial freedom and more control over his time than he was getting in his technical line of work. 12 years after his transition, he has written three books about the sales world and is running his own sales consulting company. In this episode, Joe explains the meaning behind the 4 rules he developed which will not only make you a great salesperson, but a good human being as well; be honest, be prepared, create obligation, and be inquisitive. He argues that there are hard skills that are required to succeed in sales, that we should not admire salespeople who claim they, “Can sell ice to an Eskimo,” and that seeing sales as a career rather than a job can completely turn your life around.
Key Points From This Episode:
A rundown of Joe’s educational and professional background.
Why Joe was drawn to sales.
How sales has changed since Joe entered the field in 2009.
Joe’s four rules for being a great salesperson are also rules for being a good person.
Why “be honest” is one of Joe’s four rules.
Knowledge that salespeople have in order to be honest with their customers.
How to handle a question from a customer that you don’t know the answer to.
The idea behind rule number two; be prepared.
Why you should always plan ahead.
Joe explains why so many sales people struggle to advance and close deals.
Important skills that interviewers often don’t look for when hiring salespeople.
Rule three: create obligation.
Some examples of how obligation can be created.
Viewing sales as a career versus viewing it as a job.
One of the biggest mistakes you can make as a salesperson.
The value of being inquisitive as a salesperson.
Cognitive biases that buyers can hold.
New meaning Joe has attributed to the commonly used ABC acronym.
H