The Selling Process - A Definitive Guide To Professional Selling

Selling makes available the necessities and amenities we take for granted in everyday

life and forms part of the daily experience of the majority of society. We sell ourselves every day in different forms and at different times : when you're entering a bank, a shop or going into a business meeting where you're meeting people for the first time.. In other words : every time you're creating a new impression of yourself on somebody, you're having to sell yourself.

Over the next few weeks we will examine the development and techniques of this vital business function that has made many millionaires in recent time.

With modern customers immune to traditional selling and more savvy in their buying decisions the selling process has evolved into a highly competitive professional process influenced by technological changes, sales automation, deregulation and the unpredictable global economy, notwithstanding the impression of the seller him(her)self.

DEFINITION

What is Sales? The Random House Dictionary of Business Terms defines Sales as 'the delivery of goods in exchange for some resource, most commonly cash or the promise of cash'. I like to think of sales as the exchange of some commodity for money at the right time in the right place and in the right condition.

SIMPLICITY

One very important aspect of the selling process is simplicity. In fact, it's at the very core of good sales technique. Customers want what they want when they want it in the manner they desire it and that's that. They don't want a complicated convoluted explanation for a simple product. Besides, with so many suppliers out there today why would they listen to a long boring pitch?

So keep the pitch simple and to the point. It should be fun and simple IS fun! That's why for many years the KISS principle (KEEP IT SIMPLE STUPID) is the professional salesperson's creed. Simplify, simplify, simplify! Take another look at your pitch and simplify it - and in so doing, it'll become exciting and more appealing to your prospective buyers

Next time we'll look at the skills required to be an effective salesperson - with both your technique and in your representation of yourself.

by: Ron Salmon

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