A politician as a salesman: what can they learn from each other?

As elections approach, they reappear everywhere: politicians behind party booths downtown. They seek contact, hand out leaflets and speak to citizens, because they want to represent our voice in municipal or national politics. But as soon as the elections are over, the booths disappear and it becomes quiet again. Four years later they are there again, with a new slogan: this time they are really going to do things differently.

Meanwhile, the public's trust must endure for four years. Only the next election will reveal whether the politician actually listened.

The politician as Hunter

Should we give this politician a Sales Colors Assessment have it done, then he would probably be like Hunter emerge. He actively seeks contact, sees opportunities everywhere and has infectious enthusiasm. But if results are lacking, he loses attention just as quickly.

Many salespeople also have that Hunter DNA: they are driven, energetic and proactive. They represent their brand with conviction and know exactly when a potential customer is entering the market phase. Like the politician, they sometimes force a leaflet into your hands when you are not expecting it at all.

The risk of hunting too much

Too much emphasis on chasing carries risks. A salesperson may act pushy or be so focused on their own goal that the customer feels unheard. There is contact, but the conversation does not connect with the customer's needs.

Another risk is that a Hunter seeks contact only when a replacement or contract renewal is imminent. Compare it to the politician who shows up only when elections are approaching, but remains invisible outside that period.

You build trust between conversations

Each product and industry requires its own approach, but one thing is universal: selling is people work. Trust is not created when a customer has to decide, but well before that. Only when the customer knows for sure that he can trust the salesman will he dare to be really open.

A salesperson who invests in relationship management notices that everything runs more smoothly:

Even after the assignment, that relationship remains important. An account manager does not have to replace a service department, but keeping in regular contact keeps him in the picture. That way you avoid showing up only when you “have to sell something.”.

The best salesperson doesn't just hunt, he connects. That's where the real profit lies.

The power of the Business Friend

Good relationship management ensures that a customer maintains trust, even when something goes wrong. Thanks to contact with his own salesperson, the customer has an outlet, feels heard and the relationship remains intact. The next purchase then comes not out of necessity, but out of logic and trust.

The lesson for salespeople and politicians alike

No, a salesperson should not behave like a politician who shows up only when there is something to get. A good salesman finds the balance between Hunter and Business Friend: he hunts when necessary, but above all builds lasting relationships.

Perhaps therein also lies a valuable lesson for politicians: don't just be visible when the vote needs to be won, but keep listening, keep speaking and, above all, keep building trust.

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Training instead of demonstrating

I often get the question during a training session, "can you show me.".

I often see the following happen.
People who can perfectly imitate what they have been taught...., but get stuck as soon as the situation is just a little different.

And that is exactly why I believe so strongly in real training.

You can show someone everything. In detail. Just like a navigation system, after you enter your destination, it takes you step by step to your destination. Mist you stick to the prescribed route.

But fair?
Then you reached the destination but you didn't learn the way. Next time, you again depend on your navigation system to arrive properly.

Learning and development

For me, learning works differently.

I think of good training as an itinerary on a piece of paper. On it are the most important points:

That route gives direction but leaves room.
Space for self-discovery.
Space to think about choices.
Space to learn the way.

A moment that for me sums up everything

At the start of a new training we did a round of introductions. One of the participants said very openly:

“I've had this kind of training so many times.
I don't actually understand why I'm here.”

I sincerely thanked her for her honesty. And I invited her to take the training from her expertise.

“If you have knowledge or experience that is valuable to the group,
share those above all.”

Not defensive. Not convincing. But with space and confidence.

Later that morning, a question came from the group. A participant kept running into the same situation when interacting with another person and was visibly frustrated.
No matter what he tried, it didn't work.

I deliberately put the question to the participant who had previously indicated he already knew everything.

The solution she offered was logical ..., but not helpful to the questioner.
“I already tried that,” he said.” he indicated. “And it has no effect.”

And that's exactly where the learning point arose.

Learning to choose instead of repeating

I used this moment to explain Stephen Covey's Circle of Influence and Engagement. Not to transmit theory, but to open a different perspective.

I showed that you do not increase your influence on another person by continuing to do what you always did, but by consciously choosing how you enter the contact.

If option one doesn't work, then it requires a different choice. A different approach.

For several participants, including those who already knew everything, this was a new insight. We discussed examples. We explored alternatives. And then we put the brought in case back to the group with one question:

What other choice can you make?

The effect

Some time later I received a call. By the participant who had said at the start that she already knew everything.

She told me that after the training she made a conscious decision to actively apply what she had learned. That she stepped differently in contact with others and approached difficult situations from a new perspective. She experienced the effect and had increased her influence. I was thrilled to hear that it had brought her a lot in the meantime.

That, to me, is what training is about.

Not knowing about it,
but about choosing.
Not about sending,
but about discovery.

The trainer as backup, not helmsman

This is how I work.

You drive yourself, I watch.
I ask questions, and you make choices.

And when the route feels familiar and you can travel it naturally, yourself go on your way. And after some time, this question follows:

What is the next path we can take?

Because when routes are familiar you don't learn anything new. In contrast, when you explore new routes you gain new experience and knowledge.

My approach

At the SalesCenter is not about tricks or standard solutions.
Bottom Line:

In this way, you avoid snapshot and lay the pathway for permanent impact.

Why people choose me:

✔️ Personalized and safe learning environment

✔️ Immediately applicable in your own practice

✔️ Room for experience and new insights

✔️ More influence through better choices

✔️ Trainer as sparring partner

✔️ Growth that stays, even after training

Anthon Geersing Sales trainer, make a sales team topper, grow in sales, sales in Amersfoort, zzp training in sales, mkb sales training

Do you also want to stop what gets in the way of results and get started on what makes a difference on your route?

If so, I'd be happy to go out for a bit with you.

Send me a WhatsApp message with your challenge and let's see together how to find another route in that.

Fine training with lots of tools and examples to apply in sales conversations!

Pot Removals - Iris

Anthon provided some training for our sales team at Unitura, which we found to be very valuable!

Especially since he was continuously quick to make the connection between theory and current events within our company.

Unitura - Lieuwe

Through Anthon already had the opportunity to take a number of trainings, this already for different departments within the company and directly for my position.

In addition, had some good conversations over coffee where he even gave tips that I now notice the benefits of daily.

The workouts are dynamic and energetic, you stay on track because of those 2 top elements.
Training from Anthon is very pleasant and very informative. I always enjoy going there!

Erik

From Consigo Online Marketing we have a very good cooperation with Anthon. The different trainings help the team to serve our clients even better. We really recommend it! In short, a very pleasant cooperation!

Consigo Online Marketing

With our private and business department we were able to get acquainted with Anthon's expertise. We came to many insights together on a broad level. On behalf of our consultants, thank you for your knowledge and enthusiasm. Highly recommended for commercial parties who want to increase the sales level!

Plumers

Anthon provides thorough coaching and training. He makes you think carefully about your vision and goals and is not childish in his feedback. That's something you will benefit from. Highly recommended!

Roland de Lange
Mootiv Media and More

Very enlightening to gain insight into the factors that influence achieving our lead follow-up goals. We got tips on how to recognize those factors and how to influence them in a positive way.”

Gerwin Visscher
Wensink Automotive

What always strikes me is his very broad and deep knowledge of all processes within ‘sales. Literally from reception/hospitality over purchase advice to closing. Anthon knows all steps from practice and knows how to translate these training-technical perfectly.

Alex Hazeleger
Mercedes-Benz Global Training

Now on the road together

Schedule an appointment directly in my calendar here
Making an appointment

Push a little?

 ‘Dad, will you push me? In the playground, my son chose his favorite piece of playground equipment, the swing. Pushing, I was somewhat surprised, ’Hey guy you can swing by yourself can't you? As a matter of fact, at home we have a swing hanging there and sir just sits on it for 15 minutes 2-3 times a day without me having to push. In other words, he has mastered the technique just fine, so why the question?

Until the moment he sat on the swing and I started pushing I kept wondering about his demand. He can swing so maybe he just wants companionship. After the first push I understood his question better. The swing at the playground did not move as smoothly as the familiar swing at home. The suspension system and chains felt heavy and seemed to inhibit rather than encourage the initiated movement. To experience the same swing without having to work extremely hard required help.

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As I was pushing like this, my thoughts went to the field of work. It struck me that tremendous symbolism was unfolding before me. For how is it that a well adept employee yet asks for help in an area familiar to him?

The mistake I myself as a manager sometimes made in the past was that I unconsciously or conveniently applied copy-paste to my team. We have a situation with a client. Earlier we had a similar challenge with another customer so now the colleague can solve the case and bring it to a successful conclusion. What I found important in this was expressing confidence in my colleague's quality and skills. He was bound to succeed again. At the same time, I was selling him or the case short by not taking changing circumstances into account. Reasons that made it less easy to get or keep a case moving I did not take into account.

How is it that a well adept employee still asks for help in an area seemingly familiar to him?

Now it is also partly the responsibility of an employee to ask for help if necessary when a case is heavier. My son did this too! Because of a previous visit to this playground he knew the challenge of the swing in question. So if we as managers keep looking at the surface we may miss essential points. And before we know it we blame this on lack of skills or commitment of the employee in question. a simple question can prevent this.

The sales profession

Let me further substantiate this with an example from the sales profession. You can expect an account manager to be able to build a relationship with a potential customer. Based on a relationship of trust, the account manager takes the steps for a future order. It seems logical that the account manager should do everything possible to nurture the relationship until there is actually an order. If one customer has someone independently empowered and another has a DMU active, the circumstances are of a different order. The direct influence by the account manager on the former situation is different from the latter. It is therefore essential for a commercial manager to see the total picture of the different customers. At the same time, he needs to know what qualities his employees have to move the case.

When my son is bigger and stronger he will have less trouble with the swing in the playground. He is developing. It is important for a commercial manager to form a picture of the qualities of the employees. That way he can better place or prevent in advance a request for help with new circumstances or customers.

It's possible to gain insight into whether and when you need to help push an employee on your sales team. You get that insight by using the Sales Colors  assessment. This will help you identify which skills are present in your sales team and which can be further developed to keep the order swing moving smoothly.

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How do I become a subject matter expert?

The essential characteristics of a subject matter expert in salespeople and account managers

At a time when competition is fiercer than ever, and customers are increasingly demanding, being a subject matter expert in your field can make all the difference. But what exactly does it mean to be a subject matter expert? And how do you build that expertise? In this article, I discuss what you need to develop into an outstanding professional, with a focus on sales and account management. In doing so, I focus on five core qualities based on Sales Colors. These essential skills are: market knowledge, responsibility, organizational ability, analytical thinking and reliability.

What is a subject matter expert?

A subject matter expert is someone who has in-depth knowledge and skills in a specific field. It is not just knowledge, but also insight, experience and the ability to solve complex problems for clients.

Leadership, direction of your team, leadership styles

For a salesperson or account manager, this means not only knowing your products or services inside out, but also understanding what your customer needs. You understand the dynamics of the market and can think strategically.

The essential characteristics of a subject matter expert:

1. Market Knowledge

To be a subject matter expert, market knowledge is crucial. This means that you not only follow trends and developments, but also understand how they affect your customers' needs. For you, this means that you:

  • The competition knows and knows what they offer.
  • Understand the needs and challenges of your customer segment.
  • Able to translate trends into opportunities for your organization.
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The better your knowledge, the more valuable you become to your clients and organization.

2. Responsibility

As a subject matter expert, you bear responsibility for your work and results. This means you take ownership of your projects, clients and goals. For a salesperson and account manager, this means:

Showing responsibility not only increases customer trust but also strengthens your credibility within the team.

3. Organizational Ability

A subject matter expert knows the importance of being well organized. This may include the following:

A structured way of working ensures that you are more productive and better able to take your customer service and sales performance to the next level.

4. Analytical thinking

A subject matter expert can analyze complex situations and find solutions that add value. For a salesperson or account manager, this means:

Analytical skills help you to be not only reactive but also proactive, allowing you to be more responsive to the needs of your customers.

As an experienced subject matter expert, you will build greater success, stronger relationships and an impressive reputation in your field.

5. Reliability

Reliability is one of the most important traits of a subject matter expert. Clients, colleagues and supervisors must be able to rely on you. This means:

Reliability builds strong relationships, which is essential in sales and account management. It creates customer loyalty and strengthens your position within the organization.

How do you develop these characteristics?

Developing these characteristics requires dedication and a constant focus on self-improvement. Here are some steps you can take:

Becoming a subject matter expert is not a final destination, but an ongoing journey of learning and growth. For salespeople and account managers, this means embracing and developing the five essential characteristics - market knowledge, responsibility, organizational ability, analytical thinking and reliability. The result? Greater success, stronger relationships and an impressive reputation in your field.

Do you want to excel? Start your journey as a subject matter expert today. You can do this with the help of the Sales Colors test. You and your sales team can quickly get a picture of your commercial talents and measure how they match with your organization's commercial strategy.

Send via this link a WhatsApp message and indicate how many people you would like to take the Sales Colors test for.

The right mindset when making acquisitions: tips for successful and positive calling

The right mindset in acquisition is the key to success.It is essential how you approach new clients positively, motivated and effectively.

Yet making acquisitions is a mental challenge for many salespeople. Maybe the marketing department has come up with a promotion that forces you to make calls. Or maybe you find yourself not wanting to depend entirely on incoming leads. Being active in sales is a must, and that includes acquisition.

Keeping existing clients warm and enthusing new potential clients are crucial parts of your job. But especially the latter - cold acquisition - is often difficult. Because who is really waiting for your phone call?

Dealing with rejections, silence or vague responses can be frustrating. Yet it is possible to do acquisition with a positive mindset. In this article, you'll discover practical tips for staying motivated and achieving greater success while making calls.

Why making acquisitions is often a challenge

By approaching acquisition with the right mindset, you make this process not only more effective but also more fun.

The right mindset in acquisition

1. See every interaction as an opportunity

Even a short phone call or a standard text message response is an opportunity to improve your message or build a relationship. Use the feedback you get to refine your approach.
As in the article “Deal effectively with acquisition!” is emphasized: “When you add variety to your approach, the likelihood of success increases.” You cannot change your client, but you can change your own behavior and approach.

2. Always remain professional

Even if a prospect never responds, it is important to remain professional and respectful. You never know if that same person will still show interest or recommend you to others in the future.
Avoid expressing disappointment in your emails, messages or conversations.

3. Focus on long-term relationships

Sales is not just about quick deals, but more importantly about trust and relationships. Through a consistent, polite and empathetic approach, you build a reputation that opens doors.
Consider:

In this way, you nurture the balance of trust - an essential starting point for a lasting business relationship.

When you vary your approach, the chances of success increase

How do you stay positive during calls?

  • Prepare well: Create a call script, but stay flexible.
  • Set a goal per conversation: that doesn't always have to be an appointment, it can also be getting information.
  • Celebrate small successes: every good interaction gets you closer to a deal.
  • Keep learning: Evaluate conversations and improve your approach each time.
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Conclusion: making acquisition more fun and successful

Acquisition is a process that requires patience, creativity and perseverance. Dealing with no hearing and default responses is challenging, but with the right strategies and mindset, you can approach this process positively.

By focusing on persistence, respect and relationship building, you not only increase your chances of success, but also strengthen your professional reputation.

Remember: every interaction is one step closer to a valuable connection.

Ready to make acquisition more fun?

Want more tips on how to build really valuable connections in addition to acquisition?
Send me a email or WhatsApp message and schedule a free introductory consultation right away.

Fine training with lots of tools and examples to apply in sales conversations!

Pot Removals - Iris

Anthon provided some training for our sales team at Unitura, which we found to be very valuable!

Especially since he was continuously quick to make the connection between theory and current events within our company.

Unitura - Lieuwe

Through Anthon already had the opportunity to take a number of trainings, this already for different departments within the company and directly for my position.

In addition, had some good conversations over coffee where he even gave tips that I now notice the benefits of daily.

The workouts are dynamic and energetic, you stay on track because of those 2 top elements.
Training from Anthon is very pleasant and very informative. I always enjoy going there!

Erik

From Consigo Online Marketing we have a very good cooperation with Anthon. The different trainings help the team to serve our clients even better. We really recommend it! In short, a very pleasant cooperation!

Consigo Online Marketing

With our private and business department we were able to get acquainted with Anthon's expertise. We came to many insights together on a broad level. On behalf of our consultants, thank you for your knowledge and enthusiasm. Highly recommended for commercial parties who want to increase the sales level!

Plumers

Anthon provides thorough coaching and training. He makes you think carefully about your vision and goals and is not childish in his feedback. That's something you will benefit from. Highly recommended!

Roland de Lange
Mootiv Media and More

Very enlightening to gain insight into the factors that influence achieving our lead follow-up goals. We got tips on how to recognize those factors and how to influence them in a positive way.”

Gerwin Visscher
Wensink Automotive

What always strikes me is his very broad and deep knowledge of all processes within ‘sales. Literally from reception/hospitality over purchase advice to closing. Anthon knows all steps from practice and knows how to translate these training-technical perfectly.

Alex Hazeleger
Mercedes-Benz Global Training

Also improving in acquisition?

Schedule an appointment directly in my calendar here
Making an appointment

Becoming a business friend: the commercial skills to build lasting relationships

If you have the traits of a business friend, you have important commercial skills that will make a difference in the long run.

Building business relationships is an art that goes beyond simply selling. A true business friend, as many call it, is not only a salesperson but also a trusted partner who guides, supports and inspires customers. In this article, we will take a closer look at how to become such a business friend and what commercial skills are essential to do so.

What is a business friend?

A business friend is more than a salesperson; this person puts the customer first and strives for a long-term relationship based on trust and mutual understanding. This type of salesperson understands the customer's needs and actively seeks solutions that add real value, rather than just offering products and services. This involves a combination of commercial acumen and empathy, which creates a solid foundation for a lasting partnership.

Essential commercial skills

To become a successful business friend, there are five core skills you must master. These are the foundation of a customer-centric and effective approach.

Customer Focus

Customer focus is the foundation of any business relationship. To be a business friend, you must not only understand the customer's needs and wants, but also anticipate what that person needs. Listening plays a crucial role in this. Ask pointed questions and show genuine interest in the client's challenges and aspirations. By placing your focus on delivering solutions that align with their goals, you create satisfaction and trust.

Self-Knowledge

Self-knowledge is an important and often underrated skill. The ability to recognize your own strengths and weaknesses enables you to communicate authentically and effectively. Reflect regularly on your performance and ask yourself how you can improve yourself. For example, are you good at persuasion but less skilled at listening? If so, work on strengthening your listening skills. Someone with the skills of business friend is always engaged in personal growth and uses that knowledge to become better at helping clients.

Collaborate

Collaboration is essential, not only within a team but also with clients. Building a partnership requires being open to input from others and being willing to look for solutions together. A business friend understands that success depends on internal collaboration as well as external partners. By ensuring transparency and respectful communication, you create an environment where collaboration flourishes.

Involvement

Engagement means that you are fully committed to your client's success. This goes beyond just executing transactions; you are a partner in their growth and development. Show that your commitment does not depend on the size of the deal, but on the value you add. A proactive attitude and checking in with the client regularly shows that you care about them and take their goals seriously.

Team Building

Although team building is often associated with internal collaboration, it can also play a role in your relationships with clients. As a business friend, you are a bridge builder, bringing different people and expertise together to create the best solutions. Think about coordinating internal teams or connecting external partners with customers. By using this skill, you increase the chances of success for everyone involved.

Tips for becoming a business friend

In addition to developing the above skills, there are some practical strategies that can help you position yourself as a true business friend.

Becoming a business friend requires more than commercial clout; it requires insight, empathy and a willingness to always go the extra mile. By embracing customer focus, self-knowledge, cooperation, commitment and team building, you are well on your way to becoming a reliable partner for your customers. It is an investment that leads not only to business success, but also to personal satisfaction.

The role of the Sales Colors test

Start your journey today to become a business friend and discover the power of meaningful business relationships. You can do this with the help of the Sales Colors test. You and your sales team can quickly get a picture of your commercial talents and measure how they match with your organization's commercial strategy.

Send via this link a WhatsApp message and indicate how many people you would like to take the Sales Colors test for.

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Beat competition in the summer!

How do you differentiate yourself from your competition in the summer?

Standing out from competitors and summer rest, do they go hand in hand? Summer is the perfect time to recharge your batteries. Vitamin D, socializing with family and friends and sometimes just doing nothing at all. Just empty the agenda and no obligations. Refuel!

No matter how empty the agenda, we cannot disconnect our heads from who we are and what we do. Deals we are (have been) active in resonate after. If you are an entrepreneur or commercial manager operating in a competitive market, deals in which you had to go to the limit may come up for review. What did I do well, where could I have done things differently, where did I miss opportunities and how can I be eager next time without coming across as a beggar?.

Especially during the summer period, you can use the empty schedule to make a difference on your next competition. Consider a number of things:

During summer rest, your mental and physical energy recovers

    Because of the sun, we literally receive energy in our bodies. We need this to perform optimally. Our bodies benefit from this. At the same time, we are detached from targets and deadlines during summer vacation. Less stressful conditions are beneficial. This has been scientifically proven. As we relax, our mind rests and we can apply better focus. This sharp mind can be put to use again in the next battle with your competitor.

    Time for reflection.

      The deals, the competitive battle and or the missed orders you can run them through your mind.‘What went well and what influence did I have on that?' 'What opportunities did you miss and how could I have made different choices in this?’

      You can take the lessons from this into the second semester. What will the goals be and how can you achieve them more effectively? It is precisely because you are detached from the issues of the day that you see opportunities that you did not see during your busy schedule. And because your mind is at rest, creative opportunities arise to turn the next battle with your competitor into your advantage.

      Build relationships

      At the beginning of the summer period many networking clubs are active with a summer drink or BBQ. During the period of more freedom in your calendar, check for yourself who you spoke to at this last event, or think about who I didn't speak to at all when it would have made sense. Find contact with people who inspire you and challenge you to think out-of-the-box. Also look at the network of your contacts. Who within their network can they connect you with?

      During vacations, you often meet like-minded people. Learn from them and how they operate. Be genuinely curious and ask questions about how they are successful. It is precisely through others that you can be inspired and come up with an idea that can be distinctive so that next time the customer chooses you instead of your biggest competition.

      Famed American football player TomBrady said the following about translating mental strength to competition:

      Competition, defeating competitors, better than your competitor, mental strength

      “Every quarterback can throw a ball; every running back can run; every receiver is fast; but that mental toughness ... translates into competitiveness.”

      Mental clout is a choice. You have the opportunity to get a head start just in the summer by taking mental rest, sharpening your mind and being inspired by others for distinctive ideas.

      In short, during the summer period you can mentally unload and refill yourself with energy and ideas that will allow you to be one step ahead of the competition.

      Successfully deal with the standard text message response in acquisition!

      How do you deal with standard SMS response?

      Tips for salespeople to remain successful in challenging situations

      You call potential customers and receive a standard SMS response. You have prepared yourself as a salesperson for this acquisition moment and are ready for any challenge. You have a plan of action on paper and get to work in good spirits. Yet a standard text message response remains a challenge for many salespeople. How do you handle this without coming across as pushy, while remaining effective? In this article, I offer you insights and practical tips.

      A common obstacle is the standard text message response: "I'll call back in a minute." While this can be a convenient way for prospects to save time, it sometimes leaves salespeople uncertain. Here are some ways to deal with this:

      1. Take the message seriously

      When a prospect indicates to call back, give them time and space to do so. Immediate re-contact may be perceived as intrusive. Wait at least 24 hours before taking any follow-up action.

      2. Send confirmation

      Respond to the message with a friendly and professional text message. For example, "Thanks for the response! Please let me know when it's convenient for you to call. I look forward to it." This confirms the interaction and keeps communication open without pressure.

      3. Schedule a follow-up moment

      If the prospect does not call back, contact them again with a specific proposal. For example, "I understand it can be busy. Shall I call you tomorrow around 11 a.m., or would the afternoon be a better fit?" By giving the customer a choice, you offer them a choice and accept their autonomy.

      Prospects and customers are like real people

      Realize prospects and customers are like real people. When they realize a salesperson is calling their brain tells them, “Beware, responding may lead to a change.” No matter how beautiful and attractive your offer is any change is automatically considered uncomfortable by our brain. Give a prospect a chance to get used to the idea and take them through the change step by step. This starts as early as your first acquisition moment.

      Do you also want to deal more successfully with acquisition challenges? Then don't wait any longer and let's uncover them together and look for an appropriate solution.

      Make the first change now to become more successful in your acquisition and schedule an appointment to discuss your challenges together directly in my calendar.

      none

      A politician as a salesman: what can they learn from each other?

      Telephone acquisition can be a powerful way to grow your business and expand your network. With the right approach, you can not only generate new leads, but also build lasting relationships. To achieve this success, the sales team needs the right training and guidance!

      Sign up here!

      Do you also want to improve your team's performance on acquisition?
      Registration training

      Personal leadership in sales

      What does personal leadership have to do in the world of sales is all about results? Targets need to be met, customers need to be convinced, and competition is lurking. Yet there is one factor that is often overlooked but which makes all the difference between an average salesperson and a true top-performer and that is: personal leadership.

      Do you want to stand out from your colleagues or that competitive account manager? Learn the benefits of personal leadership and how it makes a salesperson stand out from the rest.

      What is personal leadership?

      Personal leadership is about directing yourself. It means taking direction over your thinking, actions and results. You don't wait, you act purposefully. You look critically at yourself, learn continuously and take responsibility for what you can influence. In other words, you are able to reflect and motivate yourself.

      In sales, this is not a ‘nice to have’ - it is an absolute must.

      The benefits of personal leadership in sales

      1. Increased self-confidence and resilience

      Rejection is part of the job. But salespeople with self-knowledge don't linger in disappointments. They recover, learn from them and move on stronger. "In what ways can I score the deal next time?"

      2. Clear goals and focus

      Instead of reactively ‘getting through’ the day, these salespeople actively manage their goals. They have a plan and stick to it. Goal-oriented work gets results!

      3. Sincere, authentic communication

      Trust is the foundation of every sale. Salespeople with personal leadership dare to be honest and authentic, and therefore come across as credible. No sales talk, but real conversations. Knowing who you are and what you stand for gives confidence and that is essential in the sales conversation.

      4. Ownership and results orientation

      No excuses, no victimization. This vendor thinks: “What can I do to make this work?” They take responsibility even when the going gets tough. And it is precisely on this last point that the top scorer stands out from the rest.

      best salesperson, personal leadership personal leadership gives better sales results growth in sales best salespeople develop

      5. Faster personal and professional growth

      By continuously reflecting, asking for feedback and developing themselves, they don't get stuck in routine. They learn faster and score better. Just like the elite athlete who looks back at his competition to improve.

      Personal leadership is not a ‘soft’ skill; it is a rock-solid success factor.

      The difference in practice

      Using Chat GPT, I created the diagram below that shows the difference between personal leadership and no personal leadership. You can put check marks for yourself or your sales team in what you recognize. If the result within your account team lags behind the target or if the sales people often miss out on orders in favor of the competition then look honestly which reactions apply.

      FeatureWith personal leadershipWithout personal leadership
      MindsetGrowth mindset, self-directedStandby, externally oriented
      ApproachProactive, structuredReactive, ad hoc
      Relationship with customerSincere and advisoryVendor-focused, superficial
      Dealing with adversityLearns and adaptsStuck in excuses
      Learning capabilityReflects and growsWorks on routine
      ResponsibilityTakes ownershipPoints to others

      Personal leadership is not a ‘soft’ skill, it is a rock-solid success factor. Salespeople who manage themselves, dare to take an honest look at their approach and take responsibility are the people who not only score today ... but are relevant tomorrow.

      Do you want to build a sales organization with more self-direction, energy and results? Then invest in personal development. The impact is immediately visible, in the conversation with the customer and in the end result.

      Looking for tools, training or guidance around personal leadership in sales? Take contact on - I'm happy to think with you.

      The added value of understanding existing sales talent

      How Sales Colors Helps capture skills and development points in one picture

      What is the role of the sales talent in a commercial team? After all, it's all about results! But where does that result come from? Exactly: from the people on your team. Their talents, their behavior, their skills. Yet this often remains underexposed. While insight into the existing sales talent is the key to growth, grip and targeted development.

      With the Sales Colors assessment you get an at-a-glance view of who is good at what, where development potential lies, and how you can work together optimally as a team. In this article you will read why this is indispensable for every sales leader.

      Insight leads to targeted growth

      Research and experience prove it again and again: top commercial performance occurs when people work from their strengths and are aware of their development points. Experts such as Daniel Goleman and Gallup emphasize that self-insight leads to higher performance, better cooperation and greater ownership.

      The Sales Colors approach makes that concrete. With a short online test, it becomes clear:

      This makes development concrete and targeted. This allows you as sales manager to adjust the coaching of each team member. Furthermore, no generic sales training, but customization per person and per team. So concrete management on the sales talent.

      More effective coaching and team management

      A sales manager who knows who is his analyst, who is his networker, and who excels at closing, can manage much more effectively. Sales Colors links the behavior of team members to four recognizable profiles, which helps to:

      This increases both performance and job satisfaction. Teams can work better together, understand each other faster and utilize each other's differences more effectively. This is further supported when inside sales and field sales have an understanding of each other's strengths and challenges and can therefore strengthen each other as a team when necessary.

      One image, many insights

      The strength of Sales Colors lies in its simplicity. The test brings together behavioral profiles, skills and development areas in one clear visual overview. And that goes beyond individual insights.

      The tool enables:

      • Identify whether your team is balanced
      • To discover if you have enough hunter vs. Business friend profiles
      • To see if your commercial process and culture match the behaviors present

      This creates not only individual insight, but also strategic overview. As a manager, you know exactly where you can make adjustments.

      Asking questions, better salesperson by asking questions, how do I become a good salesperson? How do questions help me? Growth in sales sales talent, grow sales talent growth in sales through talent sales skills sales colors

      Driving sales talent starts with insight

      A successful sales team is no accident. It is the result of clear insights, targeted coaching and smart deployment of existing sales talent. The Sales Colors test makes all this visible - and thus controllable.

      Do you also want to know what commercial strength really lies in your team?
      Get your team tested with Sales Colors and discover at a glance where the opportunities lie.

      Interested in a demo or team analysis?
      Take contact with us for an initial introduction.

      Fine training with lots of tools and examples to apply in sales conversations!

      Pot Removals - Iris

      Anthon provided some training for our sales team at Unitura, which we found to be very valuable!

      Especially since he was continuously quick to make the connection between theory and current events within our company.

      Unitura - Lieuwe

      Through Anthon already had the opportunity to take a number of trainings, this already for different departments within the company and directly for my position.

      In addition, had some good conversations over coffee where he even gave tips that I now notice the benefits of daily.

      The workouts are dynamic and energetic, you stay on track because of those 2 top elements.
      Training from Anthon is very pleasant and very informative. I always enjoy going there!

      Erik

      From Consigo Online Marketing we have a very good cooperation with Anthon. The different trainings help the team to serve our clients even better. We really recommend it! In short, a very pleasant cooperation!

      Consigo Online Marketing

      With our private and business department we were able to get acquainted with Anthon's expertise. We came to many insights together on a broad level. On behalf of our consultants, thank you for your knowledge and enthusiasm. Highly recommended for commercial parties who want to increase the sales level!

      Plumers

      Anthon provides thorough coaching and training. He makes you think carefully about your vision and goals and is not childish in his feedback. That's something you will benefit from. Highly recommended!

      Roland de Lange
      Mootiv Media and More

      Very enlightening to gain insight into the factors that influence achieving our lead follow-up goals. We got tips on how to recognize those factors and how to influence them in a positive way.”

      Gerwin Visscher
      Wensink Automotive

      What always strikes me is his very broad and deep knowledge of all processes within ‘sales. Literally from reception/hospitality over purchase advice to closing. Anthon knows all steps from practice and knows how to translate these training-technical perfectly.

      Alex Hazeleger
      Mercedes-Benz Global Training

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