If you are with friends and they want to go to a specific restaurant and you want to convince them to go to a different restaurant….you are in sales!
If you are an engineer or architect and you want your client to accept a specific design for a building….you are in sales!
If you are an employee and you want your boss to give you a raise in pay …you are in sales!
If you are an accountant and you have to put together a financial proposal for a client to go to a bank to borrow money….you are in sales!
If you want a specific job in a company and you are competing with others for that job…you are in sales!
If you are a person who answers the phone when clients call…you are in sales!
The trainer, manager or speaker that presents material and facilitates sessions has to do it in such a way that others “buy into” the material being presented…therefore he or she is in sales!
If you promised your partner or spouse you will be home by 10pm and you roll in at 2:00am you are really in sales! 🙂
Everyone on the planet is in sales. The only problem is that most of us don’t realise it.
Everyday of our life we need to listen so others will talk, we have to clarify to make sure they understand us, we need to deliver our point so that others will listen, and we have to say it in such a way that they will “buy in” to what we are saying. In addition we need to negotiate to get what we want as well as find middle ground with others to make the relationship work. At times we need to use methods and ways to get others to do what we would like them to do.
These are skills that are used in selling. Selling is influencing and we all have to influence others. Therefore we are all in sales.
I like what Shane Gibson, my son in Canada says: All that selling is, is “creating an environment so an act of faith can take place”
Professional Salesmanship Is Needed
In a competitive society, which is now the world market, manufacturers and suppliers of services and products have to continually improve in the value of what they offer. Every organisation has to compete. Even the Post Office has to compete with couriers, e-mail, social media and other forms of distribution.
A company may have the best product or service in the world, but if that product or service doesn’t get to market, the company will be “out of business” very quickly. Some of the best ideas in the world never made it to the market because an executive did not do a good job of selling it to his or her associates.
The two main keys to business success are:
- Be and deliver the best in the market place.
- Let others know how good you are so they will buy.
You can’t rely just on advertising to let others know how good you are. Advertising in most cases doesn’t sell the product or service. What it does is create an awareness, enhance the value of the brand (help build an atmosphere so an act of faith can take place), create enquiries to a call centre, drive traffic to a business, or help the buyer be more receptive when you make contact. (On-line shopping and often exceptional direct-response type selling can and will sell some products and services).
Newspapers, magazines, radio stations, TV stations, electronic media all have pro-active sales forces. If advertising sold products and services the advertising companies would not need salespeople. All they would have to do is advertise in their own form of media. They know that will not work and to make sure they have advertisers and can gain their market share they employ Salespeople…whether face to face or by telephone.
Today the competitive edge often still lies in the competence and effectiveness of the people in your organisation that sell and service the clients.
Professional Selling Positively Impacts Everyone
The fact that competition continues to motivate manufacturers and suppliers of services to get better and that marketers and salespeople must keep getting more effective at letting the clients know about their improved product and services, society in general, benefits with an improved quality of life. This quality of life can be in whichever area of life they consider important to them.
Medical equipment manufacturers improve the services that hospitals, doctors, dentists, chiropractors, therapists and other medical service providing organisations offer. In the end consumers benefit with improved care and better prices.
Software Organisations, Capacity Building Consultants, Efficiency Experts, Office Equipment Manufacturers sell to Government, State Corporations and Business in General. The consumer and business clients benefit with improved service and lower charges.
The highway you drive on, the sidewalk you walk on, the street lights that light up the sidewalk and the traffic (robots) that organise traffic flow and improve our safety are there because someone sold to someone.
The text books in schools and universities, the equipment in the laboratories, the computers students use, the desks students sit at, the white boards in the classrooms, the sports equipment, the school buses, and even the bricks and mortar in the building were sold by someone.
The impact of selling reaches far and wide and into every corner of our society. Professional selling ensures that we continually see growth and improvement in all aspects of our life. These aspects include family, social, spiritual, physical, financial, career, mental and community.
If you have a role as a salesperson be proud to be a Professional Sales Representative. As you can see it is an important function in our society. Many people will benefit from what you sell and hopefully you are rewarded handsomely for providing the valuable service of helping people and businesses with what they need, want and desire.
Yes, it is true that not all Salespeople contribute positively to our communities and the companies they work for although the majority are providing a great service to us all.
I personally have invested a lifetime in the field of sales. I felt it was time to carefully and respectfully remind those that do not see themselves as salespeople that professional ethical salespeople are a benefit to us all and that “if you are alive you also are in the business of sales (influencing others).
Thank-you for reading this blog article. “Hats off to all professional salespeople.”
“If you have found this blog article to be valuable for you, I would be grateful if you “shared” it with your Social Media Networks. Also feel free to circulate it by e-mail or other means internally within your organization or externally to your clients, suppliers and personal and business network. Thank-you!” – Bill Gibson
Bill Gibson is a Canadian who is living in South Africa. He is an international speaker and author and a developer of sales, service, marketing, collecting, employee morale building, personal development and entrepreneurial training programs and systems. His blog is www.bill-gibson.com and his website is www.kbitraining.com. He can be reached at firstname.lastname@example.org or phone +27-11-784-1720 in South Africa. You can follow Bill Gibson on Twitter: @billgibson1, connect on LinkedIn: https://www.linkedin.com/in/gibsonbill or Knowledge Brokers International SA Pty Ltd Facebook Page: https://www.facebook.com/knowledgebrokers?ref=hl