| Sales in wholesale distribution is really an honorable | | | | profession and your personal ability to succeed. |
| profession. We are selling business to business to | | | | Your attitude about success is the primary |
| other professionals within our field of expertise. | | | | ingredient to success and developing that right |
| However, not every sales position discussed in | | | | attitude is a skill set that can be learned. It |
| this country is considered an honorable profession. | | | | requires putting the customer's needs ahead of |
| This is generally a result of high pressure tactics, | | | | your personal needs and yes putting the |
| bothersome telemarketing to your home, some | | | | customer's needs ahead of your companies |
| Multilevel Marketing Schemes and other | | | | needs. |
| questionable themes and tactics more often used | | | | However, if you concentrate on fulfilling the |
| in the retail arena. The stereotype "Used Car Sale | | | | customer's needs you will ultimately satisfy both |
| Person" approach comes to mind. | | | | your personal needs and the needs of your |
| Almost universally, many people have negative | | | | company. In fact, the better you become at |
| stereotypes about selling. These stereo types | | | | doing it, the more success is multiplied. |
| include thoughts of selfish deception, fast talkers, | | | | A key ingredient to developing this attitude skill |
| little integrity and people actually cringe at being | | | | set is learning to really listen to the customer and |
| sold something. Today's predominate school of | | | | by asking sincere open ended questions that are |
| thought in sales is "stop trying to sell the | | | | aimed at finding the root cause of his problems, |
| customer", instead learn how to "help them buy" | | | | his pain so that you can provide a solution. This is |
| something by becoming a total solution provider. | | | | not accomplished by resorting to the complex and |
| Becoming a solution provider means solving a | | | | manipulative closing techniques you may have |
| problem even if the solution doesn't involve the | | | | learned in the old days in sales school. Solution |
| purchase of your product. This is often a hard pill | | | | selling is about honest sincere empathy for a |
| to swallow. | | | | customers problems and searching for the right |
| Learning to "stop Selling" is a hard pill to swallow | | | | solutions. |
| unless you are already very successful and have | | | | Once you find the pain and develop the right |
| earned the self esteem and confidence that rids | | | | solution the sale is made. There are no objections |
| us of the fear of not making a sale and being out | | | | for you to overcome. Price is rarely an issue and |
| of money, out of work with visions of failure. This | | | | the request for a proposal is generally a formality. |
| makes the selling process a real struggle and fear | | | | Remember, if you are the type of a sales person |
| of rejection dominates our thoughts. This type of | | | | that relies on the proposal to convince your |
| behavior then wears on us and we begin a vicious | | | | customer to buy, then you will have a very low |
| circle. We act like dogs chasing our own tail. We | | | | closing ratio. Personally, if I am not convinced that |
| may even commit to ourselves to stop the cycle | | | | a customer is sold and ready to buy, I won't |
| which leads us to develop an avoidance syndrome | | | | even do a proposal. It's just too much work if |
| for new account development. We only call on | | | | you haven't found both the pain and the solution |
| those accounts that call us or we have well | | | | to relieve that pain. |
| established relationships with. It is often referred | | | | So, practice your questioning skills. The power of |
| to as "buddy calls." | | | | the answers is often found in the questions. But, |
| When you are calling on friends it doesn't even | | | | remember, it's very difficult to even begin to ask |
| feel like selling. We often find ourselves in a | | | | the right questions if you haven't developed your |
| comfort zone. We may become a little | | | | listening skills. A few tips;o Go slow - not fast - let |
| complacent and develop a route mentality | | | | the customer say everything he has to say. |
| gravitating to the status of order takers without | | | | There is nothing wrong with a pauseo Don't fake |
| even knowing it. Are you beginning to understand | | | | anything. If you don't know, say you don't knowo |
| how complicated and mixed up being a | | | | Build relationships, be funny at appropriate times |
| professional sales person can become? | | | | and show real concern and interest in your |
| The good news is, if you stick with it, continue to | | | | customers issueso Think of yourself as helping |
| educate and train yourself, believe in your | | | | the customer buy not as if you are trying to sell |
| company, your product and yourself you will begin | | | | him something. |
| to see growth in spite of the selfish syndrome | | | | Don't ever forget, you are a professional doing |
| you created for yourself. It will happen based on | | | | what you love to do. So be proud that you are a |
| your individual mindset and attitude about your | | | | salesman or saleswoman. It is a great profession. |