Think Tank Thursday: Can You Learn to Sell, or Do You Just Have to Have ‘It’?

While it's true some have a knack for sale more than others, this expert says it is something that anyone can learn to do-if you like learning.

It takes creativity to excel at sign and graphics making, and there’s no reason that creativity can’t be applied when it comes to the “business” side of the business as well. Sales guru and author Jill Konrath is the author of “More Sales, Less Time,” and she says that you don’t have to be a born salesperson to excel at sales. It just takes acquiring knowledge on how to do it and then putting that knowledge into practice every day.

“I want to get you thinking today, so here’s my question:

If research showed that sales was 100% a learned skill, how would that impact your perception of your own success-or lack of it-today?

I know that sounds strange to ask, but bear with me. If it was true, how would it impact how you reacted to a competitive loss or when your prospect decided to not do anything?

Would you be more curious in terms of where you blew it or what went wrong?

Would you look at your own culpability in losing the deal?

Would you have tried to figure out a better way to help your prospects see the value of changing from the status quo?

Being Good at Sales is a Choice

The reality of it is that we, as individuals, are key components of our success. That’s why it really bothers me when I hear people making excuses or saying that they’re just not a “born salesman.”

I’m not either. I never even wanted to be in sales. I didn’t have any natural talent. Nor did I have a charming personality or the gift of gab.

Yet I chose to learn how to sell because I saw it as the vehicle to achieving another goal of mine. I repeat, I chose to learn how to sell. You can too. It’s actually a choice.

Good Salespeople are Learners

When things don’t work out for you, you just haven’t learned what it takes to be successful-YET.

When nobody responds to your voicemails or emails, you just haven’t learned what it takes to pique their curiosity-YET.

When prospects say, “Thanks for the information. We’ll let you know when we’re moving ahead,” you just haven’t learned what it takes to build a business case-YET.

Yes, some people do have a more natural proclivity for sales. But most of the really good ones are learners. They throw themselves into figuring out what works best. They’re always getting better.

Don’t sell yourself short. You’re capable of learning everything you need to know to be a colossal success-and quickly.

Be honest with yourself. What do you need to learn right now-today-to take your business to the next level? What else?

Think about it!”

-Jill Konrath is an internationally-recognized sales expert, in-demand speaker and bestselling author with several books out, including “More Sales, Less Time.” For more savvy sales advice and to download Jill’s free sales tools, visit

tony kindelspire oct21

Tony Kindelspire

Tony Kindelspire is the former digital content editor of Sign & Digital Graphics & WRAPS magazines.

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