I write quite frequently about sales and how important it is for everyone to be able to articulate what they do and sell. The old sales image of a salesman is still so prevalent? That used care, slimy sales person, predatory at best that just sells something to someone for the sport of it. Or, the door to door vacuum cleaner, or encyclopedia sales person.
When was the last time you had someone ring your doorbell to sell you something, or just stroll into your office of place of business to sell anything other than flowers?
I found a great article from Business News Daily, “How to Conquer the Fear of Selling” by Dave Mattson, CEO of Sandler Training. In it he talks about selling as a science in developing an “ideal sales process” and that anyone can be trained to have one. I believe that. Over the years I have hired, trained and worked with sales people from many walks of life.
“The ones that believe in what they sell, love sales and work on their own unique process are the ones that do the best long term“.
The sales process has really changed little over the years:
find a prospect
qualify the prospect
analyze their needs
match their needs with your solutions
negotiate
consumate (close) the sale
customer service and retention.
Are you developing an ideal sales process for you?
If you love what you do, what you sell and love how it benefits others then focus on that selling passion and make it your ideas sales process.
