The sales world
is the real world.
It is the heart
of the world’s commerce.
It is the pulse
of the world’s economy.
And salespeople
drive it.
Many people
(including salespeople) have no idea, or never give a thought to the
depth of sales and selling.
Think about what sales is comprised of:
It’s
about communication.
It’s
about engagement.
It’s
about needs.
It’s
about negotiation.
It’s
about orders.
It’s
about money.
It’s
about competition.
It’s
about customers’ expectations.
It’s
about delivery.
It’s
about keeping promises.
It’s
about truth.
It’s
about relationships.
It’s
about reputation.
It’s
about goals.
It’s
about success and failure.
It’s
about being your best.
It’s
about survival of the fittest, and the best.
It’s
about hope.
It’s
about compensation.
There is no
second place in sales -- you either win or lose. Sometimes, win or die.
As a
salesperson, you have to have the ability to take rejection, often
multiple rejections, and still have the strength, the will, the
attitude, the creativity, and the determination to try again.
As a
salesperson, you have three masters: your boss, your customers, and your
mother. Often there are conflicts. Your boss tells you to do what your
mother told you never to do. “Don’t talk to strangers” is the one that
pops into my mind.
And as a
salesperson, you have to understand the complexity of sales and selling,
or you will never achieve. It’s not about making a sale; it’s about
understanding, defining, and mastering the components of a sale so that
making a sale is possible.
Sales has its
own language -- its own lexicon.
Words are
defined differently in sales.
Here are a few real-world
sales definitions to help you understand:
Customers.
People who provide revenue.
Present
customers. All your revenue. All
your profit.
Satisfied
customers. People who will shop any
place. All satisfied customers are vulnerable to the competition.
Satisfaction.
The lowest level of acceptable
service.
Loyal
customers. People who buy from you
more than once and are willing to refer someone else AND give a
testimonial.
Lowest price.
Lowest profit.
Angry
customer. An opportunity to recover
and serve in a memorable way. Also an indication that you did something
wrong.
Rude
customer. Someone you should find
out “why” from, before you categorize them. They’re being rude for a
reason.
Price.
The most feared word in sales. Often confused by weak salespeople for
“value.”
Discount.
Money you take off the top line, that comes right off your bottom line.
Not
interested. The prospective
customer’s response when a salesperson is not interesting.
Engagement.
A salesperson’s ability to gain interest on a genuine level. A
salesperson’s ability to ask thought-provoking, intelligent questions.
Questions your competition never asks.
Objection.
A stall, or an indication of buyer interest. Either way, the customer is
saying, “Clarify.”
Cold call.
A rude interruption to a prospective customer by a salesperson who is
too lazy to network, or earn a referral. The worst way to make a sale.
See also: Waste of time.
Made the sale.
VICTORY! COMMISSION!
Service.
Something to be of 24/7.
Belief.
The inner feeling that allows a salesperson to win sales.
Attitude.
The inner thought process that creates positive anticipation and
positive outcomes.
Opportunity.
Every interaction with a customer or a prospect is an opportunity to
build a relationship and earn a sale.
Referral.
If approached properly, the easiest sale to make.
Unsolicited
referral. The ultimate sales report
card.
Testimonial.
The most powerful selling weapon in a salesperson’s arsenal.
Training.
If presented in a real-world, compelling manner -- an opportunity to
learn. If it’s boring -- an opportunity to answer e-mail on your
blackberry, or an opportunity to sleep.
Boss.
A leader, a teacher, a coach, an encourager. Not a manager.
Real boss.
The customer.
Winning.
Something great salespeople think they’ll do every time they enter a
room with a prospect.
Whining.
Something wimpy salespeople do when they lose a sale, or something
doesn’t go their way.
REAL WORLD:
Selling is the oldest profession. Eve sold Adam the apple.
REAL WORLD:
Each salesperson lives by his or her own set of rules and standards.
REAL WORLD:
Companies can dictate and demand all they want. But in the end, the best
salespeople march to their own music. They make their own rules. They,
in fact, define themselves.
REAL WORLD:
Salespeople get into selling because they can determine their own fate
and earn an unlimited amount of success.
What are your
definitions of success?
What are your
expectations of a career?
What are your
goals and dreams?
What are you
hoping to achieve?
Whatever they
are, whatever it is, sales can get you there.
Modified article taken
from Jeffrey Gitomer |