Mark Kirstein is the CEO and owner of Sandler Training Phoenix Scottsdale. Sandler Training is a leader in innovative training and coaching for CEOs, sales management and professionals. Mark possesses a unique combination of technical, corporate and entrepreneurial experience, across sales and management roles. For the nearly 20 years, he has led consulting and analyst organizations that advise and help clients optimize market development.
Some people believe that salespeople are born. After all, some people have natural born charisma. They love to talk and meet new people. But sometimes they just won’t take ‘no’ for an answer.
And perhaps some people are born to be engineers, as well. They analyze and calculate the most mundane things… for fun. But can you teach an engineer to sell? And how about lawyers, and accountants?
What few engineers and analytical professionals fail to immediately grasp when it comes to sales, is that you can apply a system and a process to sales. It’s much more than just ‘born charisma’. Beyond just a process, you can learn to observe, read and response to people and actively manage interpersonal dynamics. It doesn’t have to be natural.
Analytical professionals generally love to learn, and you CAN learn to sell.
And selling skills are not just about prospecting and closing the deal. It’s about developing deep relationships and trust. It’s about negotiating for win-win outcomes. It’s about successfully presenting ideas, whether one-to-one or in public. It’s about growing your career by complimenting your natural technical skills.
Mark Kirstein | CEO, Sandler Training Phoenix Scottsdale | mark.sandler.com