Carefully observe, and beware of anyone that responds that he is
in sales, when asked what he does for a living! It is important to
understand that there is a significant difference between selling and
merely being in sales. While many individuals are in positions of sales,
they are not all actually selling in a professional and impactful
manner. If you are involved in any form of sales (and remember that
nearly everything we do is selling, either a product, a service, or
ourselves), you should ask yourself some pressing questions: 1. Are you
prepared?; 2. Are you a closer?; 3. Is your technique professional? One
of the best salespersons I have ever met had a cartoon pasted on the
back of his office door, that he referred to constantly. It showed a man
badly in need of a shave and looking disheveled, and the caption was,
"Selling is like shaving. If you don't do it every day, you're a bum!"
1. Professional sales means committing to preparation, thus enhancing and potentiating one's techniques and seamless efforts. When this is done, it often does not even appear to be selling, but becomes second nature, seems effortless, and is automatic. Mere selling means trying to make a sale, often appears desperate or pushy, and often looks merely robotic, somewhat forced and generally artificial and scripted.
2. Are you a closer? This means do you consistently ask the other person for a commitment, some action or commitment? Being a closer often means that you close your presentation merely by saying something like, "Doesn't it make sense?," and waiting for a response and "writing up an order." Are you able to transform a high percentage of your presentations to sales (or commitments, etc.)? Is your closing percentage better than average, and are you able to close the deal while others often are unwilling to persevere?
3. How is your sales technique? Is it technically sound? Do you seem confident without appearing either smug or overly pushy? Do you look forward to handling and responding to objections and/ or concerns expressed by those you present to? Does your presentation move forward like a quality story does, with a beginning, middle and end, that begins by making others interested, motivating them to listen and care more, and then transform that to taking the action you desire? In other words, is your presentation both impactful and meaningful enough that others "see the light"?
Don't think that simply holding a position in sales mean you are involved in selling! While being in sales merely describes your position, selling involves a proactive, strategically arrived at, position!
1. Professional sales means committing to preparation, thus enhancing and potentiating one's techniques and seamless efforts. When this is done, it often does not even appear to be selling, but becomes second nature, seems effortless, and is automatic. Mere selling means trying to make a sale, often appears desperate or pushy, and often looks merely robotic, somewhat forced and generally artificial and scripted.
2. Are you a closer? This means do you consistently ask the other person for a commitment, some action or commitment? Being a closer often means that you close your presentation merely by saying something like, "Doesn't it make sense?," and waiting for a response and "writing up an order." Are you able to transform a high percentage of your presentations to sales (or commitments, etc.)? Is your closing percentage better than average, and are you able to close the deal while others often are unwilling to persevere?
3. How is your sales technique? Is it technically sound? Do you seem confident without appearing either smug or overly pushy? Do you look forward to handling and responding to objections and/ or concerns expressed by those you present to? Does your presentation move forward like a quality story does, with a beginning, middle and end, that begins by making others interested, motivating them to listen and care more, and then transform that to taking the action you desire? In other words, is your presentation both impactful and meaningful enough that others "see the light"?
Don't think that simply holding a position in sales mean you are involved in selling! While being in sales merely describes your position, selling involves a proactive, strategically arrived at, position!
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