"Selling is the action trough which a need is satisfied in a profitable way, both for the seller and the purchaser", affirms Gustavo Vargas, in his Elfinancierocr.com article.
Many people feel (and say) they are not salespeople. However, selling is what we do everyday to convince other people to act in the way we want. This natural attitude must be structured in professional sales processes, so everyone in the company is able to "sell" its products and services.
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What are the main skills to develop to be a sales champion?
SKILL #1: Building the Buyer-Seller Relationship*. Salespeople need to develop a better understanding of the buying process that customers actually follow-the real decisions they make, and when they are made. Then salespeople need to match their sales process with the customer’s buying process.
How I can sell more? Why aren’t customers buying from me? Am I losing out?
Any entrepreneur or executive needs to perform permanent and constructive self-criticism by asking questions such as "How I can produce and / or sell more? Why aren’t customers buying from me? Am I losing out ? ", so says Juan Vega Gonzales, director of PROMIFIN, a program sponsored by the Swiss Cooperation in Central America.
The essence of any business are its customers and sales. No matter what your role in the company is, you should always think like a sales person.
No matter what your area of work is: production, marketing, operations, administration or finance; you should always be a sales person.
Beyond techniques and tactics, selling is a mental state, which can be built by understanding some basic concepts.
In his Bnet article, Geoffrey James proposes 7 insights, extracted from Jeff Thull's book "Exceptional Selling".
1- Salespeople are guilty until proven innocent