One in every 10 or 20 persons who present for sales roles/interviews are the real sales people. The remaining 90% either want a change of job, or simply need a job badly.
This may explain the frustration that hiring as well as marketing managers often face, when there is a bunch of amateurs for your sales roles.
In this article, it is critical to endeavor to understand
- The sales profession.
- Who the professional sales person is.
- How a professional sales person understands sales.
The professional sales person for your brand/business has a primary understanding that he is in to make real good sales, irrespective of what he/she is selling.
These individuals are not limited by their products or services; they see themselves way beyond the current products/services they are selling.
Once a sales person understands the basic fact that he/she was engaged or hired to make sales and not excuses, then there is a renewed sense of responsibility. He/she begins to view sales as a profession, and can easily find the need to (just like in every other profession) acquire the necessary skills required to be the best. His approach to sales becomes more like a professional and leaves his prospects happy as well as leaves him some cool bucks (of course, sales is one of the most lucrative professions).
Rape simply put, is an act of forcing your emotions, feelings, or ideas on people without their consent. Thus, same act which is ordinarily pleasurable now becomes resentful. This pulls the line, and astride this line lays either the Professional or the Amateur.
While the amateur struggles with the victim, the professional simply gets his way around, with carefully calculated maneuvers that leaves the recipient wanting some more. While the amateur struggles, the professional simply has fun. The amateur applies force while the professional applies tact.
This analogy is typical of every sales conversation/engagement. An ideal sales process is like a sexual intercourse, where needs, desires, passion, cravings, aspirations, and all other of the likes are met (well met). The result is harmony, engagement, understanding, relationship and every other pleasurable outcome.
The primary focus of every sales person should never be redirected from the need to create valuable relationships. The modern day business dynamics is being operated on diverse dimensions, and the emphasis currently lies heavily on relationships (value-based relationships). Prospects/customers/clients will rather buy from who they can trust, and (most especially) like. When people like you or your brand, there is an increased tendency for them to buy from you.
Yes like. Like begets like; a very contagious feeling. Our instincts tell us who likes us and who does not. Be genuinely interested in people, ‘don’t fake it’.
Whenever you force your products or services on people, there’s an auto-repulsion which results in rejection – of course, action and reaction are equal and opposite. This is applicable across all works of life too. It very necessary to address the implications of this in achieving credible sales results, since most sales persons struggle with this, and it’s very critical to your bottom line and ROI.
To achieve lasting results in sales, a sales person must understand not just the need, but the process of conscious, consistent wetting of the prospect’s desire to have your product/service. This process is a rule through which every sales conversation must proceed to a close. This explains the reason why a professional sales person wins from close to close, while the amateur struggles from pitch to pitch.
If your sales calls are characterized by bumping your services into your prospect’s face at every turn, forget it! You’ll hardly win. You must tread gently and genuinely care about your prospect’s point of view, concerns, and needs. Be 100% sensitive; know when to push or pull. Be a master of your craft; never jump into sales without the initial carousels and foreplays.
Create a sustainable rapport which enables you to tread freely within your prospect’s comfort zones, and as a professional, who never keeps his eyes off the goal, continue to explore your prospect until you discover the pressure/pleasure spots. Once you discover it, tactically manipulate it until you hear your prospect calling for the deal. Then unleash the magic stick. Give them a taste of it and have them come back for more.
Sales is fun!