Sales as a Profession – What all sales professionals need to know
Sales as a Profession
This is my first blog post @King Star Freight Pvt Ltd and I thought it relevant to start off with sharing what I love most – Sales !
Being a sales professional has been a passion for me …
Wonderful as it is to be a Salesperson, what exactly is selling ?
Sales is the creation of a relationship.
It is the building of a bond between two individuals first and then two companies. We hear of large deals struck between XYZ Logistics and ABC Manufacturing Co. Deals of the magnitude of carrying shipments by air, sea and surface transport for large and small parcels, across various countries. What is at the very basic level of such deals ? It is the first and every other contact that the sales person makes with the Buyer to create a bond that leads to a trusted relationship. Once you trust me to solve your problems, you will open up to me and the relationship blossoms into sales for me and solutions for you.
Sales is the creation of value.
Creation of value seems like a difficult term to grasp. Simply put, ask yourself what I am able to give to the customer today that he is not already getting from his existing vendor. That extra input is the value that you have created for your customer. Remember value creation does not have to be a tangible benefit. Your response, response time, knowledge, skill, experience are all reserves that you need to dig into to create that value for your customer.
What you really sell is a Solution, not a price.
Usual trap that the salesperson gets into is the price war. A salesperson has to be a thinker. Ask yourself what is the solution that the customer is looking for, is your product or service answering that need ? Give your customer a sustainable solution to his need, the sale will happen on its own and that too at a price point that you will be comfortable with.
Good sales numbers come from good communication with your customer.
The more you talk to your customers, the more pointers you will get about the challenges and pain areas that he has to deal with. The trick is to be able to pick out these cues that are thrown up during casual conversations and work towards solving those issues for your customer. Talk and Listen to your customer, it pays off…
So young salespersons, don’t go after the numbers or targets. Chasing targets means that you are concentrating on short term achievements. Develop relationships with your prospects and genuinely care for them in a manner that it shows…. This is a no short cut approach, no doubt. It takes a lot of time, patience and perseverance. But the outcome is always a deal that stays with you.
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