Salesmanship

An art or a science is debatable but salesmanship offers a unique opportunity to translate values and innovation, into profits – individual and for the company. It is nourished by sustained competence-the knowledge, the skills and the attitudes. The criteria for effective salesmanship can be broadly defined as:

• A well-defined call objective
• The fine art of questioning to understand the customer, his requirements and to gain initiative
• Presenting a solution aligned to customer’s need,perspective and point of view
• Overcoming objections with confidence and concern
• Gaining commitment at each and every stage
• Building a Partnership with a customer well beyond the sale
• Establishing own credibility in every small action

Certainly, the above criteria would be built on the single most important premise: Diligent preparation for each and every customer interaction.

Salesmanship is being accountable to one’s own self. It is behaviour based. The successful salesperson is sensitive to the buyer’s needs, looks inward for areas of improvement and appreciates continuous self-development. More like an athletic event, requiring a mental and physical agility and what is important is that the salesperson himself is the referee!

The toil, the rejection and the uncertainty are all inevitable yet nothing boosts self-esteem more than salesmanship. Because it is doing things with a ‘military-like’ precision-the tools, the structure, the game plan. It is not just this sales kit but the imaginative use The kit that energises the whole selling process.

Selling will never change- identify the customer, work on him, make him buy and HOLD ON TO HIM FOR DEAR LIFE! Ware all born sales people. After all, selling is all about an understanding of people. It will forever be the keystone of all economies the world-over. Especially in today’s business climate, which is globally competitive on price, product and service.

The- writing is on the wall – the trend is all too clear. Change is inevitable and every day promises new challenges. The impact of such change on the sales profession is unprecedented.

Technology is advancing rapidly and this means ever-shortening product life cycles. Most products are becoming commodities and ‘price’ threatens to become the all-encompassing factor.

It is upto the salesperson then, to be an independent pro-active player of the game and capitalise on technology to gain control over all selling situations- agendas can be faxed to a prospect before a call, proposals can be elegantly designed and customised, prospect base can be developed accurately and systematically…. the mind reels! The value of technology for a salesperson is immeasurable.

Sales is not an isolated function. It has evolved into a process, seamlessly integrating all the functions of an organisation. Everyone, Every time is in Selling! Isn’t that good news?