Selling: Sales Skills vs Will

Why is it that two people go through the same product training and seemingly have the same sales skills yet end up performing at very different levels? Often the reason is the difference is ‘skill vs. will’. What is their view of selling? Do they truly believe in the products and solutions they’re selling?

Do attitudes, beliefs and values impact people’s ability to sell? From our perspective, nothing impacts sales success more. Understanding and addressing the fact that the selling process hinges on unlocking people’s motivations, beliefs and commitments is the first step to creating truly committed, driven sales and customer service teams.