In sales, as in any other field, experience is a salesperson's greatest asset and that the most experienced sales professionals are often also the most successful. Nevertheless, there are certain advantages that newcomers to sales have over experienced veterans and which they can benefit from if they haven't yet built extensive sales experience. What are these advantages and how can newcomers use them to their benefit?
This text is based on a post from the Brian Tracy blog
No stereotypes or routine procedures
Experienced salespeople who have completed hundreds or thousands of client meetings may, over time, slip into certain automatic reactions, phrases, and procedures, often without fully perceiving the specific circumstances with which the client approaches them. New salespeople don't yet have these automatic patterns ingrained, and can therefore more easily connect to the personal preferences and individual needs of the client they are dealing with.
Natural curiosity and interest in new methods
Seasoned sales veterans are rarely surprised by anything. They have already heard almost everything from their clients. Newcomers, by contrast, tend to have a more open approach. They are naturally curious, clients and their stories genuinely interest them, and they therefore show a natural interest not only in their customers, but also in new methods, unconventional sales techniques, or the creation of original and innovative offers.
Authenticity
Newcomers simply do not know many things. They lack knowledge and experience. However, if they are able to explain this fact well to the client and use it to their advantage, they may paradoxically come across as authentic and natural. This is especially true in contrast to experienced salespeople with inflated egos who present themselves as if they know everything best in the world.
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