Ever wonder, upon entering a favored store or business, why the salespeople always seem to have changed from the last visit? The rapid turnover in sales personnel, or what could be more accurately described as a high mortality rate, is generally attributed to one common factor – lack of knowledge.
Selling is a True Profession and Must be Learned Like Any Other Profession
Selling is not an occupation easy to walk into and not everyone is suited for it. Once it is understood that selling is a true profession and requires the same basic understanding of processes like any other profession, success can be had. While wanting to sell is a positive motivator, it simply isn't enough. To be competitive and successful in any market, one must first be clear on the fundamentals of how to sell.
Selling With the Confidence and Skill of a True Professional
Achieving the confidence and skill of a true professional comes from understanding the five essential steps of a sales process developed by sales training consultant A.J. Molinar. This simple yet effective sales process is commonly known as Know Thy Craft. Its five steps are:
- Sell Yourself, The Good Salesperson
- Sell The House
- Sell The Demo/Demonstration
- Sell The Contract
- Sell Today
This article series will tackle these five steps one at a time and explain how each step is not only an important one but also how the order of the steps is equally important.
Be Ready With Industry Training and Product Knowledge Before Stepping into Any Sales Transaction
Imagine these situations showing lack of training and how very unlikely they could lead to success:
- a sixth grade math student suddenly having to teach advanced calculus
- a member of a middle school choir suddenly thrust into the lead role of the show at The Metropolitan Opera
- a young person with a learner's license having to drive for a major sponsor at a NASCAR event
Without the training and knowledge, these situations are doomed for failure.
The Proper Order of Steps in Any Process Can Prevent Disaster
Just like product knowledge and sales training, imagine the results from the following "cart-before-the-horse" scenarios:
- a surgeon beginning an operation without first having anesthetic administered to the patient
- an electrician correcting a wiring problem without first turning off the power
- an airline pilot taking off on a trans-oceanic flight without first checking to ensure the plane has been refueled
With these examples and scenarios in mind, read through the five steps of Know Thy Craft. It is a comprehensive yet uncomplicated process designed to teach negotiation sales training techniques and customized sales training for any product or service in any market.
Whether it's for field sales training or training for in house sales (also known as retail sales), Know Thy Craft will immediately start the process of becoming a successful salesperson today.
Source:
A.J. Molinar, Professional Sales Training Consultant
Deborah Read - A writer on movies, music and their history for 35 years, Deborah IS trivia. Her 27+ years of decorating work has put her consulting ...
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