This is a common
refrain often heard at group discussions be it in the office, during career
counselling and sometimes in social get together.
Refer to any literature on sales, and it will define dales as any transaction in which money is exchanged for a good or service. It will go on to explain about the seller’s effort to offer benefits that his product or service will offer to the customer. It will also talk about how a seasoned buyer will try and negotiate a great bargain for himself and if all goes well at both ends, a sale is made and there is a set of two happy people.
Agreed, that is how the commercial understanding of what a sale is all about and that’s how companies make money to pay all the stakeholders including paying the salesman either his salary or commission and may be both.
To me all of us are in the game of selling no matter how vociferously one decries it. May be we are not doing it for money or as a career. For a moment, think of the time you had to cajole your mother to let you watch TV or play a game with your friends or give you permission for that overnight trip that your college was organizing. What did you do? Just walk up to her and say you are doing whatever it is that you wanted to do and just did it? Maybe a handful of you did just that and got away with it. But for most, you found ingenious ways and spun a story round why you should be allowed to do whatever it s that you wanted to.
People who spin the right stories generally get what they want, be it the window seat or to date that coveted person. And they seem to enjoy doing it. It is also a pleasure watching them as they let their creative juices flow and walk the path so confidently to get what they want.
Professional salespeople have the same approach to selling. To them it is a problem that needs to be solved. They challenge themselves to prove successfully to the buyer that theirs is the best solution to the buyer’s problem. They create value for the buyer and build long lasting mutually beneficial relationships.
I have had the privilege of meeting as well s working with some great salespeople. It is fascinating to watch them plan and strategize before each meeting. You can feel their adrenaline flow. They seem to thrive in the most difficult and complex sales situation. In fact, if company policies allowed, they would volunteer to take on the most complex client. For them it is a game of chess with multiple players (if that is possible) and the one with the best move wins.
In my opinion, sales is one the most process driven function in an organization. Those who understand and relish it, enjoy a great career. The trouble is, most sales people are either not aware, not trained or maybe or try to short circuit the process and end up saying – ‘I hate sales’.
Refer to any literature on sales, and it will define dales as any transaction in which money is exchanged for a good or service. It will go on to explain about the seller’s effort to offer benefits that his product or service will offer to the customer. It will also talk about how a seasoned buyer will try and negotiate a great bargain for himself and if all goes well at both ends, a sale is made and there is a set of two happy people.
Agreed, that is how the commercial understanding of what a sale is all about and that’s how companies make money to pay all the stakeholders including paying the salesman either his salary or commission and may be both.
To me all of us are in the game of selling no matter how vociferously one decries it. May be we are not doing it for money or as a career. For a moment, think of the time you had to cajole your mother to let you watch TV or play a game with your friends or give you permission for that overnight trip that your college was organizing. What did you do? Just walk up to her and say you are doing whatever it is that you wanted to do and just did it? Maybe a handful of you did just that and got away with it. But for most, you found ingenious ways and spun a story round why you should be allowed to do whatever it s that you wanted to.
People who spin the right stories generally get what they want, be it the window seat or to date that coveted person. And they seem to enjoy doing it. It is also a pleasure watching them as they let their creative juices flow and walk the path so confidently to get what they want.
Professional salespeople have the same approach to selling. To them it is a problem that needs to be solved. They challenge themselves to prove successfully to the buyer that theirs is the best solution to the buyer’s problem. They create value for the buyer and build long lasting mutually beneficial relationships.
I have had the privilege of meeting as well s working with some great salespeople. It is fascinating to watch them plan and strategize before each meeting. You can feel their adrenaline flow. They seem to thrive in the most difficult and complex sales situation. In fact, if company policies allowed, they would volunteer to take on the most complex client. For them it is a game of chess with multiple players (if that is possible) and the one with the best move wins.
In my opinion, sales is one the most process driven function in an organization. Those who understand and relish it, enjoy a great career. The trouble is, most sales people are either not aware, not trained or maybe or try to short circuit the process and end up saying – ‘I hate sales’.
Very Well Described Sir!! Like always you do in your lectures. In my opinion adding a line :For people who are aware with the process and Fully trained Sales is for them An Art and they Excel in it every time they achieve one Milestone.
ReplyDeleteThank you Shravan for your comment and yes I agree with you completely.
ReplyDelete