Sales - Love it or Hate it...

Sales has often been compared to Marmite….You either Love it or Hate it.

This is such a shame as in my opinion it is an awesome life skill that if taught and used effectively can be life changing and for the better.

It’s the 21^st Century and look at the advances we have made in science, medicine and technology. We are potentially looking at the first human head transplant at the end of this year. Yet many people still perceive sales as a dirty word with unethical procedures to manipulate the consumer with. 

Historically in certain industries, due to corrupt practices potentially driven by commission only roles (no salary), unethical and dishonest methods crept in and the consumer (the customers) suffered. Double Glazing and Car Sales have worked relentlessly to change the way the public identify with them.  

Couple this with the popularity of films like Glengarry Glen Ross, Boiler Room and The Wolf of Wall Street we have created an alpha, aggressive ‘Sales Stereotype’. I absolutely love these films but they do not reflect the sales environment I work in today. (Apart from coffee for closers, that’s true…joke!)

• According to the ONS (Office for National Statistics) there are over a million people in the UK alone officially working in a sales environment. This does not take into account the several million other people working in the UK who influence our buying or decision-making patterns in non-sales roles.

Like it or not we all sell, whether it’s selling a product, service, concept, idea or desire, in both our professional and personal life.

Sales in the 21^st Century is not the same as sales in the 80’s or 90’s. The world has changed significantly since then and so has the way we SELL and BUY.

As sales professionals it is crucial that we work hard on our professional identity and demonstrate through our actions just how credible our industry is.

The pushy, short cut, price orientated sales person is becoming extinct and being replaced with credible, passionate and result orientated representatives. More focus is being placed on working smart.   Repeat business and referrals are seen as key measures to success and pushing people to purchase will only produce buyer’s remorse and potentially damage future or repeat business.

The successful sales professional of today is Emotionally Intelligent, rich in product knowledge whilst being confident in themselves. They are experts in their products and services and are able to convey solutions and results to both existing and potential clients.  

 Think for a minute:

• When was the last time you updated your sales skills?
• When was the last time the team you manage went on sales training?
• When was the last time your company invested in sales for non-sales staff?

In summary sales is about listening – Understand what your customer really wants or needs and then showcase how you, your business, or the business you represent can help them find the best value solution. If you don’t your competition will!