expert advice: Julia Ewert | Sales Strategist and Professional Negotiator | Known as ‘The Negotiator’
The Best Weapon To Grow Your Sales Is Having A Proper Sales Process
Julia Ewert is a Sales Strategist and Professional Negotiator. Known as ‘The Negotiator’, Julia applies the same skills used by the FBI in negotiations, to almost every business situation.
Hiring based on personality is not an indicator of sales ability. Engaging well with clients is a very different skill to bringing in new business from prospects where the relationship hasn’t been fully established. I had a meeting with a prospect who told me their plan was to double their revenue by hiring a business development manager. I asked how this person was going to do the sales and they explained the new hire had a great personality, lots of experience and their customers would love them.
48 business franchise MAGAZINE
There’s a common misconception in business that sales success is about personality – and big ones but in actual fact, the smartest business models run off systems and processes, not people. Salespeople sporting flashy cars, designer suits and shiny watches don’t win business, they make sales by accident. Three quarters of the cases I see, the wrong kind of sales person has been hired, and this gives the profession a bad name. The key mistake most businesses make with their sales strategy is they don’t have a proper sales process and it should be a part of the business model.
