One of the most challenging components of developing effective sales people, is to drum into their head,
that selling is not merely either an art or a science, but rather a
combination of both. When someone is asked whether he is selling, or, in
sales, most respond that they are in sales, perhaps because it
makes them feel better, prouder, or more compassionate and empathetic!
This tendency generally indicates an inactive seller, rather than one
who either takes charge, participates in a discussion, or actually,
professionally sells. This article will tend to brush the surface, in
order to differentiate between how the art and science of selling
differs, depending upon whether one is proactive, interactive, reactive, or inactive. Understand these principles and concepts apply, whether one sells a product, service or himself, so large businesses, small ones, organizations, service professionals (e.g. Real Estate Professional; physicians; dentists; etc), and in each of our day - to day lives.
1. Proactive: Only when one proceeds in a proactive manner, is he professionally selling. This procedure helps someone maintain control of the situation, making suggestions in such a way, that the customer or client, feels like it is his own idea. It is akin to the leader, who has a vibrant, vital vision, and understands he must get others to adopt it as their own, if it is to proceed forward successfully, Proactivity involves bringing up and asking relevant questions, with the intent of creating a meeting of the minds. Doing so properly, the other person genuinely feels a kinship, and truly gets the point, so the conclusion creates what is referred to, in selling, as a successful close (a.k.a. a deal).
2. Interactive: While it is far better to be an interactive salesperson than an inactive one, doing so creates a situation where one loses control and direction of the process, often creating a limited opening for bringing up all the necessary, pertinent, and relevant information, that might bring a sale, to fruition. In this scenario, there is give and take, but neither party is dominant, and while that might be preferable in day - to - day, interpersonal discussions and relationships, is often, far less than ideal, in selling cases.
3. Reactive: When one sells in a reactive way, he permits the other person to control the discussion, which often causes the discussion to veer either off - topic, or at least, not in the most preferred, desirable direction. Rather than controlling the direction and content, this salesperson lets his potential or actual client or customer, control these aspects, and he is left merely reacting and responding, often placing him in a disadvantageous position.
4. Inactive: This is what I call the How may I help you seller. We often witness this in telephone customer service representatives, who merely act courteously (hopefully), and are glorified (or perhaps not so glorified) order takers. They may take orders, but are not truly selling, because they make few suggestions, limit the potential larger order, rather than the more desirable up - selling, etc.
If/ when you sell, do you do so proactively, reactively, interactively, or reactively? Remember that regardless of what you do, everything actually involves selling: either selling a product, service or yourself!
1. Proactive: Only when one proceeds in a proactive manner, is he professionally selling. This procedure helps someone maintain control of the situation, making suggestions in such a way, that the customer or client, feels like it is his own idea. It is akin to the leader, who has a vibrant, vital vision, and understands he must get others to adopt it as their own, if it is to proceed forward successfully, Proactivity involves bringing up and asking relevant questions, with the intent of creating a meeting of the minds. Doing so properly, the other person genuinely feels a kinship, and truly gets the point, so the conclusion creates what is referred to, in selling, as a successful close (a.k.a. a deal).
2. Interactive: While it is far better to be an interactive salesperson than an inactive one, doing so creates a situation where one loses control and direction of the process, often creating a limited opening for bringing up all the necessary, pertinent, and relevant information, that might bring a sale, to fruition. In this scenario, there is give and take, but neither party is dominant, and while that might be preferable in day - to - day, interpersonal discussions and relationships, is often, far less than ideal, in selling cases.
3. Reactive: When one sells in a reactive way, he permits the other person to control the discussion, which often causes the discussion to veer either off - topic, or at least, not in the most preferred, desirable direction. Rather than controlling the direction and content, this salesperson lets his potential or actual client or customer, control these aspects, and he is left merely reacting and responding, often placing him in a disadvantageous position.
4. Inactive: This is what I call the How may I help you seller. We often witness this in telephone customer service representatives, who merely act courteously (hopefully), and are glorified (or perhaps not so glorified) order takers. They may take orders, but are not truly selling, because they make few suggestions, limit the potential larger order, rather than the more desirable up - selling, etc.
If/ when you sell, do you do so proactively, reactively, interactively, or reactively? Remember that regardless of what you do, everything actually involves selling: either selling a product, service or yourself!
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