The Job Of The Sales Person

Simply stated, the Job of the sales person can bet reduced to these six elements:


• Engage With The Right People
        o  You can be the most trained, thoroughly equipped salesperson, with the best questions, the most powerful presentations and the gift of a good sense of humor. However, if you waste all this on the wrong people, you’ll never be successful.

• Make Them Feel Comfortable With You
        o If they aren’t comfortable with you, they won’t spend much time with you, and the time that they do spend will be guarded and tentative.

• Find Out What They Want
        o This step is the heart of selling – the essence of what a salesperson is all about. I know that flies in the face of the routine practices of multitudes of salespeople, who believe that the end all of their focus is to push their product. While it is certainly true that the company expects you to sell your product, how you sell it is really the issue.

• Show Them How What You Have Provides Them With What They Want
        o Sooner or later you have to make an offer to your customer. In order for you to sell anything, they must decide to buy it. And if they are going to buy it, you need to make them aware of it.

• Gain Agreement On The Next Step
        o Every sales interaction has an assumed next step. If you call someone for an appointment, the next step is the appointment. If you present your solution to a decision-maker, the next step is the order. In between, there are thousands of potentially different sales calls, and thousands of potential action steps that follow the sales call.

• . Insure That They Are Satisfied, And Leverage That Satisfaction To Other Opportunities.
        o This is the one step in the sales process that is most commonly neglected. Most salespeople are so focused on making the sale that they neglect to consider that their real purpose is to satisfy the customer. And that extends beyond just the sale itself.