Think Faster, Learn Quicker, Get Smarter: A Practical Guide to Train Your Mind by Imam Raza

Author:Imam, Raza [Imam, Raza]
Language: eng
Format: azw3, epub
Published: 2018-07-10T16:00:00+00:00

Chapter 8: Learn How to Sell (Selling Makes You Smarter…Fast)

Shortly after college I worked as a salesperson for a British company that put together IT conferences.

My job was to call tech companies that wanted to sell to IT decision makers at big companies and them to pay $40k to sponsor our conferences.

In return we promised to introduce them to these decision makers.

It sounded like a dream job because I figured every tech company would happily pay money to meet their target clients face to face.

Boy was I wrong - but that’s a story for another day.

The point is that I met some of the greatest sales people I’ve ever met in my life there.

People like this woman named Jeanette.

She was a very nice, middle-aged African American woman with a degree from the University of Michigan (she was incredibly smart)

I would just look at her at her desk, sitting down, talking on the phone.

All of a sudden, I’d hear her ring the bell (that’s what we did when we closed a sale).

She was SOOO good - and I couldn’t figure out why.

In fact, she consistently had months where she closed $150k-$200k in sales. At a 10% commission, she was easily making $15k to $20k per month in income.

But it wasn’t just her, her boss, this really cool guy named Joel would be standing at his desk, just talking to clients, cool as a cucumber.

And he would make sales day in and day out.

It was amazing.

Of course, there were a bunch of unsuccessful salespeople there too, but being there showed me how much emotional intelligence it takes to be a great salesperson.

And it made me realize how intelligent great salespeople are.

When you think about occupations that have some of the smartest people working in them, what do you think of?

If most people were asked to answer this question, they’d probably answer with professions like doctors, lawyers, financial advisors, stockbrokers, etc. Now, don’t get me wrong, those answers are all correct. You have to be incredibly intelligent to succeed in all of those fields (but, I would also argue that you have to be intelligent to succeed in a lot of other fields as well).

However, the one profession that isn’t often included in these kinds of lists, but that should be, are salespeople. We may not think of the sales profession as being as intellectually rigorous as the medical, law, or finance fields, but it is. Believe me when I say that selling really anything is incredibly difficult. Being a salesperson requires a lot of knowledge and a lot of brainpower; being a successful one requires even more.

In this chapter, I’m going to tell you how being a successful salesperson can make you smarter; I’m also going to give you some helpful strategies that you can use to teach yourself how to sell.

Why Does Selling Make You Smarter?

First things first, I need to defend my core premise, which is that selling makes you smarter and that salespeople have to be intelligent to be successful in their field.

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