I write quite frequently about sales and how important it is for everyone to be able to articulate what they do and sell. Isn’t it unfortunate that the image of a hyped-up, intrusive, snarky, used car salesman still permeates our perceptions? Why is this image still so prevalent? Because of that “predatory” salesperson, the one who just sells something to someone for the sport of it, many people lack adequate respect for the sales profession.
And profession it is. In fact, professional sales is becoming part of the degree curriculum of more and more colleges and universities. I have great respect for high-level professional salespeople. I was one for 24 years in broadcast radio. In many ways, sales today is very different than it was even five years ago!
Developing the Process That Works for You
When was the last time you had someone ring your doorbell to sell you something, or just stroll into your office or 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 says anyone can be trained to have one.
I believe that. Over the years I have hired, trained and worked with salespeople 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.
Today’s entrepreneur and small business owner must embrace a “sales mentality” to succeed. The sales process has changed very little over the years. It’s still fundamentally about building that “like, know and trust” with people so that you can move your goods and services, to help them, for a fair price.
Don’t get intimidated by this. Rather, get empowered by the opportunities there are to:
- find a prospect
- qualify the prospect
- analyze their needs
- match their needs with your solutions
- consummate (close) the sale
- provide customer service and retention
When you think about it, today offers us all so many more ways to accelerate this.
Passion has power
If you love what you do, love what you sell, and love how it can benefit and has benefited others, then simply focus on that “selling approach” and make it your ideal sales process. There is power in that passion!