In this episode, I talk to the tenacious and dynamic guru of sales, SHELLEY WALTERS. Whether you are employed in sales or not, everyone is in sales. Yes, even you! We are all promoting something to get support or buy-in from someone. Business leaders and managers are selling a vision to get commitment and performance from their teams. Salespeople sell products and services. Sports captains sell victory. Educators sell how to think and learn. Parents sell values and how to be in relationships. What are you selling?

Embrace the salesperson in you.

Shelley Walters, is a speaker and the Founder of The Sales Counsel; creator of Africa’s first Remote Selling School (accredited by the IISA); a top Sales Keynote Speaker and winner of the PWC Gender Mainstreaming Award in the category “Inclusive Leader – Entrepreneur”

The conversation covers:

  • Why everyone is in sales
  • Why a stint in sales is a good foundation for anyone wanting to start their own business
  • Why sales is an essential economic service – the success of job creation and the economy hinges on the success of salespeople
  • Why salespeople will survive the fourth industrial revolution
  • The four Cs of sales:
    • Clarity
    • Conviction
    • Competency
    • Confidence
  • Assertiveness and negotiation skills
  • The link between sales and personal growth and development
  • The difference between manipulation and motivation

For more Infomation contact Shelley Walters or The Sales Counsel

“There is this concept about margin in sales and in life. Margin is the gap between what you need and what you have. And when you don’t have margin there are things in your life at suffer. And one of the things that suffers the most is your internal sense of purpose and conviction.”

Shelley Walters, Founder of The Sales Counsel

“The first C is for clarity. What is your market? What do you represent? What are the right products for you? What are the things that you would sell or promote or talk about at length, even for free? “

Shelley Walters, Founder of The Sales Counsel

“The second C is for conviction. Conviction is something that can come and go. But many of us are settling for a life in which we don’t actually believe conviction matters. I want to tell anybody who is in sales that you have the right to make decisions about your life in which you spend your time and your energy and you give endorsement, because when you are selling a product and service, you’re endorsing that. You have every right to use your skills for something that you actually believe in. And, in fact, to do anything else is malpractice.”

Shelley Walters, Founder of The Sales Counsel

“So often organisations, or customers that are wanting to improve their sales, focus on the third C which is competency which is about skills. But if they have those skills, and they have no clarity, they don’t know in which market to operate in or what the strategies are, or what they should be doing, the skills are not going to land.”

Shelley Walters, Founder of The Sales Counsel

“And if they had all the clarity, and they have the skills, but they don’t really believe in the cause, you’re not going to get their discretionary effort. They’re not going to be creative and strategic and dig deep into that resilience that they need when it comes to closing a deal.”

Shelley Walters, Founder of The Sales Counsel

“Confidence is the combination of being clear. believing in the cause, and having the skills to deliver”

Shelley Walters, Founder of The Sales Counsel

“Every leader has to sell on the vision of the company or what this division has to produce, deliver, perform, etc. It’s a sales job because you’ve got to do it with clarity, because without clarity the team can’t go and sell with conviction, with that absolute belief in your purpose. And of course, having the competency to sell to understand the transaction that you’re in.”

Shelley Walters, Founder of The Sales Counsel

“I am an absolute firm believer that whether you are a parent who is you know, selling the carrots are good for your vision at night, or whether you’re a teacher who is having to enthuse children about doing homework or learning their times tables, or whether you are a leader in business. It’s the very same set of skills applied to a different challenge or problem.”

Nikki Bush, Business Speaker

“The difference between motivation and manipulation is intent.”

Shelley Walters, Founder of The Sales Counsel

“If you can go to bed at night knowing that what you are selling is making a contribution, is making people’s lives better, then you can rest well at night.”

Nikki Bush, Business Speaker

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