My company, Everon Technology Services, a provider of IT support and management services to small businesses, recently opened a second office in Colorado. As a result, I am throwing myself back into the world of sales management to try to rev up our opportunities in the area.

As I started looking for salespeople, it got me thinking about the sales skills necessary to be successful in our space, and how one can go about developing them. I found the answer:

Hang out with my two-year-old and four-year-old daughters for the day! If you pay attention, you’ll learn everything you need to know about sales.

The following is a recap of the daily sales training I receive from my children:

  1. Be cute. Ok, maybe cute isn’t the right word…that’s the father of little girls talking, but I’m always amazed at how many salespeople don’t do the job of making sure they look, smell, and feel attractive and confident before meeting with a prospect. My little girls have this one down.
  2. Be clear about what you want. My children are perfectly clear about their objective in any negotiation with mom and dad - pushing for a later bedtime, ice cream for breakfast, painting dad’s toenails, etc. - and they never stray from their objective.
  3. Test-close early and often. My four-year-old is getting particularly adept at this. When she knows that she is going to try to get her way with me on a particular subject, she starts doing test-closes early and often to she if she is going to have to go into a “hard sell” (throwing a tantrum) mode to have success.
  4. Always ask for the deal. Kids will ask for anything they want, at any time, without any hesitation. It’s amazing! When do we lose that?!
  5. Ask for the deal again if you don’t get it the first time.  Why not? Why? Why not? Why? What about this?  What about that?  My kids will pepper me with questions until I can no longer come up with a good reason to resist them.  It’s like a Jedi Mind Trick.  Adults take rejection too seriously; kids never give up!
  6. Be honest. Kids will also always say what’s on their mind…sometimes to the embarrassment of our dinner guests. Salespeople should do the same. Have honest conversations with your prospect; it will give you credibility. Also always be honest with them and yourself about your product or service’s ability to add value to your customer’s life. If you can’t add value, stop selling to them.
  7. Never hard sell.  When my kids decide to go into hard sell mode (throw a tantrum, cry, etc.), I naturally dig in my heels.  So do your prospects.  Be a class act and be persuasive, but don’t try to win a sale by putting unecessary pressure on your prospects.
  8. Be grateful.  Ok, sometimes my kids aren’t so good at this one.  But as a salesperson, you should always look for an opportunity to show your clients that you appreciate their business and relationship.

You may be able to make the argument that there is more to know about sales, but I think the list above is a good foundation.  Spend some time with kids soon, and I’m sure you’ll be able to pick up anything I missed!