The Art of Sales (And Tips On How To Manage Your Sales Team)

Selling. Cold calls, introductions, interviews, appointments, proposals, referrals, call cycles, building rapport, listening, asking for the order, overcoming objections, closing the sale, and rejection. There's a lot to know about the business of selling. No wonder many people are a bit overwhelmed when they are asked to do it.

And it's not a job for the faint-hearted. Selling is a communication-rich activity, with lots of verbal and non-verbal clues to simultaneously recognise, understand and respond to. It's a tough job looking after the interests of the customer and the company at the same time. Especially when you have to do this many times a day, every day.

The sales process does not usually proceed in a linear, one-way direction. The participants will often meander along paths filled with associated ideas, go back to items already discussed, find answers for problems (overcome objections) and explore the features and benefits offered. An effective selling style will display a relevant and appropriate personal manner combined with a strong focus on the required outcome.

On many occasions handling a sale is much like steering a boat across a strong current. There is a need to constantly assess the amount of 'drift', making minor adjustments to stay on course for the destination.

A skillful sales person can handle these diversions and carefully guide the prospect to recognise why they should make the decision to purchase 'this' product from 'this company'.

For those working outside the field of professional selling, it's common for the sales process, and sales people, to be misunderstood. Indeed, there are those who think of sales staff as being universally pushy, overbearing, and making the customer feel ill at ease.

However this type of behaviour is usually the result of inexperience or poor sales training. Over recent years the art of selling has been transformed into a process now often referred to as 'consultative selling'.

More than just a buzzword, consultative selling refers to the process of developing a clear understanding of your customers needs and following this with a logical presentation of how your product or service can help your customer be satisfied. In effect consulting with your client to determine their needs and develop a solution.

Modern, effective sales people have mastered the skill of identifying the needs of individual prospects, matching those needs with benefits offered by their product or service, and closing the sale by ensuring the customer can see real value in the deal being offered. It's a win-win result.

Throughout the process an experienced sales person will generate a level of trust with the customer that can stand the test of time.

Here are a few tips to help you manage your sales team:

* Respect the personal barriers they must overcome on a daily basis.

* Have a territory management plan in place.

* Provide appropriate supervision to ensure good sales practices are maintained.

* Ensure the customer has regular contact with other people (or departments) within your business other than the sales person.

* Comprehensively train your sales people on company procedures, their responsibilities and your expectations.

* Have a procedure for listening to, assessing, and acting upon feedback from people in the field.

* Avoid involving sales people in non-sales activities such as deliveries and collecting account payments. These tasks will undermine the sales relationship and will adversely impact on your sales results. Keep your sales person as the 'good guy'.

Selling is an art - the art of guiding the sales process to a mutually satisfying conclusion.

(c) 2005 MySalesTutor.com

Stuart Ayling is known as the 'Sales Tutor'. Stuart offers a unique sales training eCourse at MySalesTutor.com. This 16-day course give you the skills and confidence to handle any sales situation and close more sales. Stuart has developed this eCourse specially for independent professionals, service providers, and business owners, based on sales "best practices" and proven trust-based sales techniques.

---

Drop Discounts and Earn Top Dollar

Every dollar you discount is a dollar of pure profit... Read More

How Many Salespeople Should I Hire?

One of the most asked questions I get is how... Read More

Keeping Your Sales Team Motivated

Sales managers frequently approach me for advice on how to... Read More

Make Time, Not Excuses

There are four primary activities that successful salespeople engage in... Read More

The Art and Science of Managing Expectations in Selling

It is very easy to fall into a trap with... Read More

How to Increase The Sales Of Promotional Products

I have searched for a new way to increase the... Read More

7 Tips for Testing Your Sales and Marketing

One marketing technique may work wonders for someone, but that... Read More

The Nine Warning Signs that You Need a Sales Video

Corporate videos are an important sales tool that can often... Read More

The Achilles Heel of Management Coaching

While heading home at day's end, you begin reflecting on... Read More

Stop Drowning: Nine Strategies For Managing Your Priorities

I just got off the phone with Susan. She is... Read More

How to Organize a Seminar or an Event

Seminars and events have always been implemented as a holistic... Read More

Pointless Targets

I recall a heated discussion with a sales director some... Read More

Discounting Your Way Into Sales Oblivion

I don't even like saying the word d---------g. I have... Read More

3 Ways to Increase Your Sales

Last week I got a call from Jose, who was... Read More

3 Steps To Getting A Sales Meeting

The best way to get a new customer is to... Read More

Producing Premium Performance

One of the major issues that arises in managing a... Read More

The Top 5 Issues Facing VPs of Sales

A recent study of 2,663 sales organizations by Think Training,... Read More

The Product or the Sale

This is a quandary not unlike the chicken or the... Read More

100% Commission Equals Zero Percent Control

The temptation to use straight (100%) commission plans never goes... Read More

A Fracas in the Franchise - Keep Your Customers by Keeping Your Workers

As a previous owner of a Franchise I know the... Read More

Free to Succeed: Effective Sales Leadership Using A Coach Approach

About 2 years ago, I participated in a training program... Read More

6 Common Mistakes in the Sales Hiring Process

Is lack of sales results, more sales training costs, months... Read More

The Get Dangerous Quickly Approach to Product/Service Training

In 2000 a computer distributor hired me to help them... Read More

Increasing Sales by Using Coupons - Will it Help Your Business?

Increasing Sales by using Coupons. Will it help your business?... Read More

The Benefits of Catalog Sales For Your Business

Things to watch out for when selling your product in... Read More

Disclosure Laws Favor International Terrorists

The Federal Trade Commission has rule that are supposedly in... Read More

SEZ WHO? Tips About Recommendations, Sales Cycles, and Trade Shows

Here's the scene. You're at the trade show, having a... Read More

Sales Tactics to Beat Your Competition

This month I want to share a success from a... Read More

Energize Your Organization

No matter what you do, it seems, your employees do... Read More

Do You Know How to Fire Up Your Sales Staff (When Money Isnt Everything)?

Money is the only thing that motivates a salesperson, right?... Read More

Offer Package Deals To Increase Profits And Sales

An effective way to increase your profits and sales is... Read More

Online Sales: Secret To Increase Your Sales By Bundling Your Products

Microsoft has used this online sales secret to become a... Read More

Sex, Drugs, & Rock-n-Roll: Trade Show Traps and Tips

Sex, Drugs & Rock-n-RollHere's the Scenario...You're at a trade show.... Read More