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- Why sales is critical
You’ve probably heard one or other statistic regarding the number of new businesses that fail. Some say that 99% of new businesses never make it past the first year; 90% never get past the first six months. And yet if you were to go and visit a lot of those small businesses you would find they are run by intelligent people with a good idea and even with some basic funding. They have developed a good product which it is likely some people would choose to buy… if only they had heard it.
A lack of a sales strategy or at least a lack of a salesperson, means that they never got out of the gate.That is one reason salespeople are crucial to businesses.
But here is another reason why they are crucial to customers. Let’s suppose you could take your local car dealership and make everything electronic: no people, just cars and a credit card machine linked to a vehicle finance company. You go in, you pick a car and you swipe your card. Finance approved, the keys pop out of the machine and you are on your way. Sound good? Well, here are a couple of questios: did you get the best deal? How do you know? Were you made aware of accessories or available for a 15% price reduction? Nobody made you aware of that, did they?
Also, how do you know the car is dead right for you? Sure, you have been on the internet and looked at all the pictures, but is that enough to make a purchasing decision?
Not really, right?
The business of sales is about defining your lifestyle – constantly moulding your attitude and outlook. What you get out of your sales career is precisely linked to what you put in. Like doctors and lawyers, salespeople need to be constatly updating their skills, learning from their experiences and exploring the messages therein – both the good and the bad. The more you keep learning, the better you get and the more you earn. And here’s something interesting: ask leading sales directors what they would ideally like in a salesperson and the smallest part of their wish list will be skills related. The majoriy of what they want? Passion, energy, positive-attitude, motivation, drive, ambition and so on.
You cannot train those things. You either have them or you don’t and it is your responsibility to bring them to the party.Article courtesy of SALESGURU Publishing
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