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a fresh look at selling basics
By Ronald Kule of Sales Training Services, Inc.
This article is intended to give a unique perspective on the art of selling or making a sales career a success. It begins with some traditional views of the subject.
A sales career should begin with a desire and a decision to know something about selling; intention is king. No one steps into the ring of fire - a salesperson's boots - unless he or she wants to sell, intends to win at it and has made a firm decision to be a salesperson.
However, desire and a decision alone will not suffice to make a sales career successful. First of all, there are facts and features of your product or services which must be well understood. You have to know these data COLD! You're going to be in front of prospective buyers who will ask questions that are either general or arcane, and you will have to impress that buyer with correct answers, or the ability to get the answers quickly from a reference source...or you'll be going home without a paycheck or commission too often.
Make no mistake: selling can be a brutal game. It's tough and not for the timid of heart. It's unforgiving when you're on straight commission pay, and you are not closing sales regularly. If you're getting advances or draws against commissions, your sales manager is going to be just as unforgiving, too.
In sales, as the saying goes, "you're only as good as your last sale!" Last week's sales production gets wiped clean when the new week begins.
But...there is a silver and gold lining to selling, too! Sales professionals all agree, there is nothing quite like the magical "high" that comes along when that buyer signs the contract in front of you! In that shining moment all the preparation, the memorization, the worry and wonder, and the skills you learned and applied, all come together seamlessly and the gods of certainty shine upon your shoulders. You know what it feels like to believe it was all worth it...and you can't wait to try it again!
That's selling; it sure is! But...how to get there?
Salesmanship at the professional level requires the same dedication and study, learning and practice as true artists of any craft, and the more exact your approach is to the data and the skills you will have to employ in sales the faster and longer-lasting will be your rise to the top.
I believe I offer a new fresh look at how to approach sales. My viewpoint today is backed by my successful career spanning more than 50 years of sales in different fields, selling products, services and intangibles like marketing services and consulting.
My viewpoint today is that selling is unbelievably SIMPLE, if daunting. There are relatively few skills you have to possess in the endeavor, but these you have to know well, very well, if you want excellent commissions. These few skills include the ability to recall facts and figures and relay them to others easily; the ability to confront people and work with them comfortably; the ability to relate concepts and beneficial effects verbally to prospective buyers and to sway or change their points of view; the ability to admire your customer and his viewpoint as well as your own, and to be trustworthy, honest and reliable for customers and teammates alike.
The two common denominators to those skills are ABILITY, the quality of "being able to DO" and COMMUNICATION which, by itself, contains quite a set of sub-skills that can be identified, learned and practiced.
Your desire and decision are not alone enough to win at sales consistently. You must convert your willingness into practical, reliable ability that is unshakable...no differently than the violin virtuoso at Carnegie Hall or the flyfisherman attempting to land a trophy trout and win the tournament, or the racing celebrity attempting to win the championship.
The art of selling is, therefore, a teachable subject in that there are finite skills to study, but the essence of any art is HOW WELL you can do it...and this article has hopefully instilled in you, the reader, the desire to know more about HOW to begin and how to arrive at your desired level of professional success within sales.
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Contributor's Note
Having trained 100s of salespeople personally I am confident my words will lead others to successes in sales.
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This intel first appeared on: http://help4sales.blogspot.com
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This content may not be copied, distributed or adapted by anyone under any circumstances.
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