Our aim at Heresy is to fix sales. Part of our vision is being more transparent and sharing knowledge with teammates and the wider sales community.
Closing Words is a series of short interviews with top-performing salespeople who have been smashing their targets to try and pass some of their wisdom on to you.
First up it's Aidan Kessell from ExpoCart. Aidan has spent over six years in sales at Phones4U, SmartCharts FX and ExpoCart, where he currently works as Sales Team Leader. He consistently hits or exceeds his targets and has won the MVP badge a staggering eleven times in a row!
Here are some of Aidan's tips for you to become a better salesperson - we hope you find it useful!
How did you get started in sales?
I was working weekends at Woolworths and upsold a £2 greetings card to a £200 TV. I thought - 'I should get commission for that!'. After that I got a job at Phones4U, that's where my sales journey properly started.
What do you do outside of work to keep learning?
I have an evil commute, so I make the most of this by listening to audiobooks. Sales, psychology and whatever else I find interesting - mainly the first two though!
Some good places to start with books are:
"How to Win Friends and Influence People" by Dale Carnegie
"Fanatical Prospecting" & "Sales EQ" by Jed Blount (Get both!)
"The 10X Rule" by Grant Cardone
"Pre-suasion" by Robert Cialdini
Are there any blogs or sites related to sales that you visit regularly?
Only Heresy and my CRM!
You’ve been smashing it lately, what has been the biggest change in your workflow or process that have helped you to hit your targets?
I feel what has helped me get things done is focus.
Not the normal business buzzword focus. Actually setting a block of time in which you do solely one thing.
From my audiobook learning, the average human can focus for 90 minutes without a break and past this their concentration suffers. So that being said I have regular breaks but overall I am more productive!
What metrics do you look at to monitor your performance?
Opened leads/open value
What’s the most important thing you’ve learned in sales?
Active listening aka why did they say that the way they said it?
In other words: very quickly putting yourself in the other person's shoes.
And lastly, if anything needs help planning their exhibition stand in the UK - I'd be happy to help!
To keep track of your metrics and sales workflow, head over to heresy.io and signup for your (free forever) account.