#159 | Qualities of The Best Sales Professionals With Dean Karrel
May 21, 2024
Some things in business you just can’t fake, and a good reputation is one of them. Dean Karrel spent years at Wiley Publishing as a sales executive. One thing his employees could always expect from him, he always started and stopped meetings on time. Dean admitted he may have drove his team crazy from time to time but that was one value that he stood by, especially when meeting with potential customers. It was more about respecting other people’s time than anything else.
With over 5 million views on his LinkedIn Learning Sales courses Dean Karrel has studied successful sales professionals and a few things always bubble up. Showing up on time, coming prepared, and handling rejection well all lead to building a foundational reputation that will follow you throughout your career and help you land more sales in the long run.
One thing we both mused over is how sales has shifted in this digital first world. Dean said the biggest impact he’s seen on this is showing up to a meeting prepared. Thanks to the internet, ChatGPT and social media you should have a pretty solid idea of what a person does and what they value before you ever start a conversation. He shared how pretending to be something you’re not will never end well and the value of leaning into your own specific strengths is key. This conversation was a great reminder of how the basics in business will always get you further than the latest “hack”.
Want To Skip Around? Timestamps:
07:27 How to create a good reputation
10:34 What soft skills to focus on post covid
13:50 How to end a meeting on time
16:00 Difference between sells and pitching
18:33 The value of in person interaction
21:45 How to handle rejection in today’s digital world
28:44 What research to do before meeting your customer
34:25 How to develop a trusted relationship with a client
43:31 What’s changing in sales
LinkedIn learning instructors to follow:
Homework: Take time to spring clean things in your digital spaces.
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