Once upon a time…. the Sunday newspaper was delivered directly to people’s homes. It was a large newspaper, mostly filled with ads to lure customers. People loved the ads because it provided a means to comparison shop. In those day most people were skeptical of the sales people in those shops. Caveat emptor (let the buyer beware) was big in their minds. Any information to level the playing field was appreciated. Sales people enjoyed having the upper hand.
One day the Internet arrived! And soon it was delivered directly into people’s homes. As people chatted and sent email, websites were created solely for comparison shopping. The Internet contained far more information than the Sunday paper could ever provide. Before long it was a case of caveat venditor, let the seller beware. People were so informed; they often knew more about the products and services than the sales people. There was a concern that sales people are no longer necessary. Buyers merely need to click a link, to place a product into a virtual shopping cart.
But this did not bring an end to the sales profession.
To Sell is Human
Daniel Pink, in his book “To Sell Is Human” states “The sales person isn’t dead. The salesperson is alive because the sales person is us.” We live in a world where there are too many choices. The purchasing decisions we face are not fully understood and we have limited time to shop. Anyone who can help us choose, and do so in a wise manner, is a valued sales professional. Many professions have responsibilities that require persuading, influencing and convincing others. Taken in this context, we’re all in sales, or what Pink calls “non-sales selling“.
The modern sales professional is all about upserving i.e., doing more for their clients, exceeding their expectations and building relationships that last. Sales built on listening, problem discovery, problem solving, helping and serving are key skills in a competitive marketplace. Honing those skills, are critical for any business’s long term success.
Here’s the link To Sell is Human – Daniel Pink. It’s a must read for non-pushy sellers.
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