Foundations for Selling Success
"Death of a Salesman", that old Arthur Miller classic, typifies the old image of the 'stick your foot in the door' sales person.
Today's sales professional has to be an expert in each one of these disciplines.
This skill comprises two parts:
i) Internal Communication - the line between you and your company
ii) External Communication - the line between you and your customer
For both parts, the sales professional needs to be an amateur psychologist majoring in Personality Types, Thinking Styles and Button Pushing.
Knowing and understanding the personality type of a person enables the sales person to build a strong and positive relationship with that customer.
Knowing the thinking style of a person enables you to understand how that individual processes information. Thus you are able to present products and or information in a way that ensures understanding on the part of that person.
Knowledge is power!
Like the London "cabbie", the professional sales person has to have "The Knowledge"
This knowledge entails:
Staying on top of the knowledge curve is essential to a successful sales career
Service is the tie that binds it all together.
Blow the service and there is a strong possibility that you will lose the customer.
Service takes place before, during and after the sale.
In conclusion, there are 5 tips for the professional sales person to live by:
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