Most people believe that they need to be born a natural salesperson in order to excel in the world of selling. This is not true at all. The art of selling is not something that is natural, it's something that people have to learn. Anyone can become a salesperson, but becoming a great salesperson is not something that just happens. What does it take for anyone to master the art of selling? In today’s episode of The Sales Prescription Podcast, Rusty and Ron talk with Tony Glick, Channel Sales Director at NICE CXone, about what it takes to be a successful salesperson, how delivery of message matters in sales, and why delivering a product the right way has no shortcuts. At NICE CXone, Tony is responsible for the overall direction, strategy, and leadership of the 7 Inside Partner Managers and 8 Sr. Channel Managers. The team covers all partners for NICE inContact in the US and Canada. Enjoy!
Most people believe that they need to be born a natural salesperson in order to excel in the world of selling. This is not true at all. The art of selling is not something that is natural, it's something that people have to learn. Anyone can become a salesperson, but becoming a great salesperson is not something that just happens. What does it take for anyone to master the art of selling?
In today’s episode of The Sales Prescription Podcast, Rusty and Ron talk with Tony Glick, Channel Sales Director at NICE CXone, about what it takes to be a successful salesperson, how delivery of message matters in sales, and why delivering a product the right way has no shortcuts.
At NICE CXone, Tony is responsible for the overall direction, strategy, and leadership of the 7 Inside Partner Managers and 8 Sr. Channel Managers. The team covers all partners for NICE inContact in the US and Canada.
Enjoy!
In This Episode
1:35 - The driving force behind Tony's decision to become an entrepreneur
6:27 - What Tony's life was like in Central America
8:41 - The defining characteristics of a successful salesperson
13:48 - How confidence and passion can be translated into sales skills
21:05 - How anyone can become a good salesperson
22:51 - Why 'message delivery' matters in sales
27:35 - Why delivering a product the right way requires no shortcuts
Favorite Quotes
28:37 - "Honestly, what people have to realize is if you believe in yourself, if you have the motivation, doing it the hard way and delivering it the right way is going to bring you better rewards. You're gonna get referrals from that person. There are so many added benefits to doing things the right way that are unforeseen. You can't foresee the added benefits that come." - Ron Halbert
14:02 - "Nothing comes easy. You don't wake up and be a salesperson. You got to read books, you got to study. You got to obsess over the craft to actually earn the right to be confident and have belief in something." - Tony Glick
19:48 - "If you at some point, when you're trying to develop a new craft, and you don't end up dreaming about that craft or you're not pitching inside of a dream, you're probably not working or obsessing enough over that craft." - Tony Glick
21:05 - "I don't think there's anybody that's necessarily born a salesperson. This is why anybody can step into sales. Enough work is put in, you can be great at anything. You obsess over something, you're going to rise at whatever you do. It doesn't matter who you are, what your personality is. You'll figure it out if you put enough time and work into it." - Tony Glick
25:00 - "The biggest mistake some salespeople make is they want the deal closed. They want out. And a lot of times you leave a huge mess if you just think like that." - Tony Glick
31:20 - "Sometimes you get these deals that seem really easy and everything seems right. And those are the ones that end up sometimes becoming a disaster. Some of the best friends that I've developed over the years have been through hard negotiations. The ones that have gone sour usually seem like it was an easy entry. But when time is taken and it's hard and everybody's looking at everything usually develops good friendships." - Tony Glick
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