Which brings us to sales. Let me sum this up for you: good Sales People are different from Engineers. Sales is a complex and difficult profession. It requires the sales person to follow a rigorous process methodically. It requires an ability to build a profile of likely target Customers, so that efforts are focussed on people who are likely to buy, not just those willing to talk to you. It requires the discipline to track progress against objective criteria, and the ability to maintain confidence while being realistic about each lead or prospect's likelihood of buying.
Good Sales People can tell you what their goal is for each Prospect, and what their goal is for each communication -- mail, letter, document, meeting, demo -- with that Prospect. These goals are specific, and achieving each goal removes a reason why the Prospect won't buy, or won't buy from us.
Sales is a skill. It requires an ability to make human connections with Customers. Bad Sales People make superficial, manipulative connections. Good Sales People show genuine interest in identifying and understanding the Client's needs, help the Client articulate the value of what they are trying to achieve, and guide them to a decision without forcing them. Because sales is about people: needs must have owners who care about the value they -- personally as well as organisationally -- will achieve from addressing the need, otherwise there will be no sale. And remember, sell to those able to buy, not to those willing to listen!
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