I was talking to an experienced marketing executive yesterday about the relationship between sales and marketing, and I realized that most of the best salespeople I have worked with in the past have shared a common characteristic.
They were all a little bit needy.
One of the hardest lessons that I have ever learned in my professional career is that most of the time you will never, ever get what you want (or need) unless you ask for it. And we have all worked with people who are always asking us for things. Not passing the buck, necessarily, but people who are not shy about asking for help if it will save them some time and effort. Sometimes we can help them, and sometimes we can't. The bottom line, though, is that we would not have helped them if they didn't ask.
This is a lesson that the best salespeople learn early and apply often.
Have you ever had a salesperson who knows the products backwards and forwards, and was able to answer ever question and squash every objection — but had trouble closing the deal? Was it because they thought they deserved the deal? That they should get the commitment without explicitly asking for it? How much time did they spend waiting for their prospects to "come around"?
Maybe they simply didn't know how to ask for what they wanted. Maybe they need to get a little bit needy.
Great post, I’ve never heard it quite put that way but gosh salespeople are needy, you are right. Whiny too, don’t forget that.
I understand they are on the front lines and are judged on well defined goals but if you can’t take the heat get out the kitchen!
I think your comment about not getting something unless you ask for it is valid in most occupations. After all we never stop learning and we can only learn if we ask questions or make mistakes. Sales people make mistakes like all of us, but their need is no different to anyone elses because we all have to make a living and they are the ones trying to help the company make sales so the rest can make the products. Is not the salesman’s need ours too? Just a thought.
Its interesting to read about salespeople.I think that what you have learned your hardest lesson is just similar like all.I like your thoughts about salespersons as they are right.