Monday, September 21, 2009

Facts And Fallacies About Selling

Fallacy 2: Years of selling experience,a good selling record, or professional “designation”, qualifies a salesperson to be recognized as a professional.

Reality: Most salespeople end their careers without becoming true professionals. Hanging in for a few years, taking a couple of courses, or applying for a professional “designation,” does not guarantee entering the ranks of true professionals.

By default, salespeople typically become professional visitors, product peddlers, or simply hard working order-takers. They rarely achieve their true potential. Less than twenty five percent of today’s sales population produces between seventy-five and, in some industries, as high as ninety percent of sales volumes. This remains unchanged in spite of giant leaps in technology. Incidentally, most organizations accept this as the norm, a mistake that costs them millions. 

Product knowledge or industry expertise is no longer a strong competitive advantage. Executing core competencies sets today’s professional apart from average or medium producers.

Clients are impatient when salespeople are little more than talking brochures. Today's customers demand interacting with salespeople with high-level listening skills. Salespeople need to feed-back to the prospect a clear summary of what they heard, what is the fit between their offering and this prospect's needs/wants, and be able to secure a commitment based on that fit rather than the old "ABC of selling" - Always Be Closing. Good luck with using the ABC's, prospects are on to your tactics and they don't like it!

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