Everyone Is In Sales!

April 23, 2011 by  Filed under: Sales 

Yes, you heard me. Everyone of us is in Sales

You might be thinking, “Wait, I’m not in sales. Salespersons are those that make ‘cold calls’ and ‘pound the pavement’ and work on commission. Or, you might think of ‘sales’ as simply a word in a salesperson’s title and feel they are the ones that are ‘supposed’ to develop business for your organization.

You may be thinking that “sales” is not MY job because ‘I work in accounting or operations’ which has nothing to do with sales. If I am even somewhat right on any of these – then you might find this article relevant.

Within any given organization, from accounting to the warehouse – Everyone Is In Sales. This article is not written, per se, to those individuals in sales related occupations. Although I hope they enjoy it. However, It is targeted to smaller organizations that may have lost track of the importance of sales and the fact that everyone in the organization plays a vital role in the sales process.

So, no matter what your ‘job title’ might be – Everyone Is In Sales! Success in sales is not defined by how much you talk but how well you listen. It’s not about sharing how great your company is but how many solutions you can bring to your customer’s business.

“Sales” at its basic core– is a part of the fundamental communications process that we as human beings do each day. Sales is not about gimmicks or shortcuts. It’s not about new techniques, fast talking, or misleading others. The foundation of sales is all about honesty, trust, strong communications and building relationships. It is about caring for others. I think you would agree that if you do the latter then sales is not a ‘bad word.’

If you are in accounting you must deal with people to get money collected or close the monthly books. So- you are in sales. If you are in operations and a problem develops, you must communicate what is going on. This too- is sales. Or, what about when you are talking to your boss during your review or talking to your child’s principal about their performance in school. Are you not trying to communicate a certain message or ‘sell’ your point of view?

Okay, I can feel it – you are starting to follow me now. So, one more time… from the breakroom to the boardroom… Everyone Is In Sales. So, do you view sales differently? Can you now see that no matter what your title is-that you too are in sales?

Ryan Sauers is President/CMO of Sauers Consulting Strategies and has nearly 20 years of experience in the communications industry. He has a Masters degree in Organizational Leadership and is a Certified Meyers Briggs Type Indicator (MBTI) Practitioner. He is one of a select group to have achieved the prestigious CME (Certified Marketing Executive) certification. Sauers writes business related articles in various media outlets and is a regular keynote speaker at a number of different industry conferences. He spends time integrating the worlds of new technology such as Social Media with traditional media such as printing. For more info visit http://www.sauersconsulting.com

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Everyone is in Sales

June 29, 2010 by  Filed under: Sales 

I’m not in sales is a common reply from many in the business community when asked what they do. I could never sell is also heard from people who look down on the sales department as they head out for another ubiquitous cup of coffee with a client or march door to door, cold call or head for a late lunch with no imminent return scheduled.

Of course the title is much closer to the truth if your company produces or markets anything nowadays. From the first contact the customer has with your company to the continuing relationship you should develop all the way to the CEO, sales is involved. Every service is a sale, every meeting is a sale, and every conversation with a client is a sale. The last time your kids convinced you to stop at McDonalds it was a sales job. The last time you talked your partner into attending that less than kosher weekend with the boys, it was a sale.

The “I’m not selling anything” line does not work if you are honest with yourself. From selling yourself and your image on a daily basis to helping your company survive to traversing the world of social media, all aspects of your life involve some kind of sales.

To make you the best, the skill is in finding your level of comfort on the integrity scale of selling. Do you believe in your product? Do you believe in yourself? Do you believe in the integrity surrounding the sales conclusion? If you answer yes to the above then you aren’t just selling you are advocating and your level of credibility is such that people are looking to you for opinions and reasons to buy from you.

The highest level of salesmanship belongs to the rare few who sell nothing but are so revered for their opinions, knowledge and credibility that people take their view on products and marketing so seriously as to become evangelists for their views and sell for them.

So where are you on that scale? You have to ask yourself the serious questions and if you come up with answers not to your liking, it may be your belief in the product or it may be your image and integrity you are concerned with and that may be time to make a change.

People don’t like to be sold but they love to buy. Why not from you?

Author – Oliver Tams. 30 years in the Australian travel industry, from owning and operating retail stores to working in the corporate sector with American Express and on to the headquarters of retail consortia groups, has been a fabulous journey. Now it’s time to put some of that knowledge back via my musings on the industry and the business world surrounding it.

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