I know what you’re thinking, there’s an “Art and Science” to selling? “YES”, there is…When you hear the word “Selling”, it often suggests that someone is trying to get you to buy something you’re not sure or think you want. The fact of the matter is that everyone sells in one way or another. That’s why I want to share “The Art and Science of Selling” with you. It’s as simple as “A, B, C”. It begins with the right mindset, followed by a big heart to help others and last but not least, a lot of ambition to follow through with your promises. People in the sales profession have a product or service and understand the profound impact it has on the economy, people and our lifestyle. Believe it or not, sales can influence our future and sometimes heal the past. Imagine when an insurance agent delivers a life insurance check to the family having just lost their mother or father. Or the family has a loved one who requires care in a nursing home. The risk has been transferred to the insurance company to pay the expenses. These are a few examples of why I feel selling is the most amazing profession in the world!
A few statistics quoted from Zig Zigler, one of the greatest sales people of our time, shared that:
- There are more sales people who are millionaires than doctors
- In the first year of your business, successful sales people earn between $20,000-$30,000 or more
- Charles Schwab was a master salesman, earning over $100,000 in his first year
There are many myths about sales people and the negatives. I’d like to share a couple of them with you.
Myth #1 – To sell, you must be an extravert/outgoing and can talk about anything.
Actually, it’s been found that introverted people outsell the extraverts 100 times out of 100. They connect with the client, know their information, tend to be better organized and detailed, and find what the customer needs.
Myth #2 – You are who you are and cannot change. Not true, with anything, you can learn a subject, trade or technique. Apply an optimistic and positive approach and people can adapt.
A survey was taken at the Forum Corp. in Boston, Massachusetts regarding sales:
- 341 Sales People were surveyed
- 173 were Top producers
- 168 were Average producers
- They all had 5 years minimum experience
- They came from 11 different companies and 5 different industries: petro chemical, banking, life insurance, real estate and 1 other
They all had the same sales skills to get the prospect, set the appointment, demonstrate the features and benefits, close the sale, and handle the objections. The dramatic difference was “trust”. The top producers understood that it wasn’t about selling to the customer, but instead, building “trust”.
“Selling is essentially a transfer of feelings” – Zig Zigler
Take a look at these four (4) important circles which represent a successful sales dynamic for the entrepreneur, supported from the center by Leadership because as an entrepreneur, you’re also a leader. Take a look at how “The Art and Science of Selling” is explained below.
The “Art” of Sales
- Culture – establish the culture, understand why people behave and act the way they do and make good choices. Culture is a mannerism of the entrepreneur/sales professional. Whether you’re in an organization or one or two individuals in business, it’s important that you have a good work ethic, clear vision, positive attitude and uphold strong core values to have a winning culture.
- Marketing – is made up of three components:
- BRAND – A very important area that will build both you and the company’s reputation in the market. What are you doing to brand yourself?
- CUSTOMER SERVICE – “Good” is no longer acceptable. People are looking for “Excellent” customer service.
- CLEAR PLANS – Successful sales entrepreneurs have at least three different plans designed to assist and help them with clients and customer service.
The “Science” of Sales
- Product Knowledge – Successful sales individuals know the features and benefits. They are willing to invest the time needed to learn, and go the extra mile to become an expert. Product knowledge is important to provide the features and benefits that will help the customer.
- Sales System – No matter how much you know or how good you are with the product or service, it will not sell itself. The sales system is a process.
- Warm up/build the relationship
- Ask questions /identify the needs
- Present the product/service
- Show the benefits
- Close and actively listen to any objectives
- Warm down – continue to build the relationship and get referrals
As a sales professional, you must stay laser focused and overcome any distractions that will interfere with your business. You are responsible for the outcome and management of your success.
“You can provide information to others and be a great educator, but information only won’t sell the product or service, that’s why we need the entrepreneurs’ ~Farshad Asl
Now that you see where you’re standing, take a moment and rate yourself. Use the diagram above and rate each circle on a scale of 1-10. If you score at least a “7” in each of the four areas, or are willing to invest in the areas that need help, you have a good chance to succeed in the sales profession.
If you’ve thought about it but are teetering on the edge of whether to become a sales person as an entrepreneur, feel free to contact me directly. I will help you take your career to a new level with coaching and mentoring you on “The Art and Science of Selling”, so you can live your dream life like millions of people out there. Create the well-deserved balance in your life and in your business.
“The Art and Science of Selling” – build your success!
“A good entrepreneur knows how to communicate, connect and coach the client to make the right buying decision” – Farshad Asl
I am LinkedIn: http://www.linkedin.com/in/farshadasl
topleadersinc.com 