Other Added - Stop Your Sales Professionals Selling!

It's a radical step. It requires a degree of boldness and it probably isn't for everyone. Only for those true professionals who've worked out that there is no future in the ‘traditional' approach to selling. Because in time, everything that can be commoditised will be. And commodities are best bought over the web. I've even bought executive coaching as a commodity on EBay!!

Traditional sales techniques actually encourage commoditization. The reason is simple. Most of us just hate being confronted by some pushy, oily, two-faced sales type whose only interest in us is measured by how much money he reckons he can extract from our wallets. Who turns up in some flashy car, pesters our staff and wastes our time. So we find an alternative that excludes the sales person. Isn't it sad that in a world where communication has never been easier and quicker, we manage to build truly beneficial working relationships with fewer and fewer customers and suppliers?

The responsibility for changing this sits with us sales professionals. And like all revolutions it starts when individuals dare to do things differently.

So here are some suggestions which may help our brave body of sales professionals as they step out into the unknown.

First, we aren't alone - lots of people already have their client's best interests at heart. All the really successful sales professionals I've had the privilege to work with for example. As do many, but by no means all, accountants, lawyers and other professionals. And some management consultants! Even a few IT sales people. You can also find them working in enlightened customer service departments.

Second, there's a set of skills you can work up. Actually it's a set of behaviours rather than skills. This does make it more difficult because you can't go on a training course to learn them. But it also means that there are as many routes to success as there are sales professionals. Each of us can eventually find our unique route based on who we are, on our values, background and enthusiasms.

Third, read, digest and learn. Watch others. Discuss and share experiences with others. Explore how you feel when you next have to deal with a typical sales person. And remember that feeling when you meet your next client. Is what you are about to do or say going to create the self-same feeling in her mind?

Then stop and do something different. Like asking her for her views about you, your product, service, firm, competitors, the market. And then really listen. Listen so hard that it hurts. Ask questions only to get more information. And accept everything she says with grace and humility.

Traditional sales techniques actually encourage commoditization. The reason is simple. Most of us just hate being confronted by some pushy, oily, two-faced sales type whose only interest in us is measured by how much money he reckons he can extract from our wallets. Who turns up in some flashy car, pesters our staff and wastes our time. So we find an alternative that excludes the sales person. Isn't it sad that in a world where communication has never been easier and quicker, we manage to build truly beneficial working relationships with fewer and fewer customers and suppliers?

The responsibility for changing this sits with us sales professionals. And like all revolutions it starts when individuals dare to do things differently.

So here are some suggestions which may help our brave body of sales professionals as they step out into the unknown.

First, we aren't alone - lots of people already have their client's best interests at heart. All the really successful sales professionals I've had the privilege to work with for example. As do many, but by no means all, accountants, lawyers and other professionals. And some management consultants! Even a few IT sales people. You can also find them working in enlightened customer service departments.

Second, there's a set of skills you can work up. Actually it's a set of behaviours rather than skills. This does make it more difficult because you can't go on a training course to learn them. But it also means that there are as many routes to success as there are sales professionals. Each of us can eventually find our unique route based on who we are, on our values, background and enthusiasms.

Third, read, digest and learn. Watch others. Discuss and share experiences with others. Explore how you feel when you next have to deal with a typical sales person. And remember that feeling when you meet your next client. Is what you are about to do or say going to create the self-same feeling in her mind?

Then stop and do something different. Like asking her for her views about you, your product, service, firm, competitors, the market. And then really listen. Listen so hard that it hurts. Ask questions only to get more information. And accept everything she says with grace and humility. Do You Want to Be a Winner?
All true winners in life have certain characteristics. If you want to be a winner, you have to develop the same characteristics. These characteristics are the keys to ultimate happiness and success. Here are the two most important keys.I've been writing about how important it is to have high, unconditional self regard. Every winner in life has highnd suppliers?

The responsibility for changing this sits with us sales professionals. And like all revolutions it starts when individuals dare to do things differently.

So here are some suggestions which may help our brave body of sales professionals as they step out into the unknown.

First, we aren't alone - lots of people already have their client's best interests at heart. All the really successful sales professionals I've had the privilege to work with for example. As do many, but by no means all, accountants, lawyers and other professionals. And some management consultants! Even a few IT sales people. You can also find them working in enlightened customer service departments.

Second, there's a set of skills you can work up. Actually it's a set of behaviours rather than skills. This does make it more difficult because you can't go on a training course to learn them. But it also means that there are as many routes to success as there are sales professionals. Each of us can eventually find our unique route based on who we are, on our values, background and enthusiasms.

Third, read, digest and learn. Watch others. Discuss and share experiences with others. Explore how you feel when you next have to deal with a typical sales person. And remember that feeling when you meet your next client. Is what you are about to do or say going to create the self-same feeling in her mind?

Then stop and do something different. Like asking her for her views about you, your product, service, firm, competitors, the market. And then really listen. Listen so hard that it hurts. Ask questions only to get more information. And accept everything she says with grace and humility. Safety Policy Sample Outline
Writing a safety manual is a tough job and most larger corporations outsource such jobs or they have someone on staff with the proper credentials in risk management. Imagine writing the safety manuals for NASA? I had the opportunity to be in the unique position of being able to imagine just such a thing when writing our company safety manuals. It takes lots of studying andome management consultants! Even a few IT sales people. You can also find them working in enlightened customer service departments.

Second, there's a set of skills you can work up. Actually it's a set of behaviours rather than skills. This does make it more difficult because you can't go on a training course to learn them. But it also means that there are as many routes to success as there are sales professionals. Each of us can eventually find our unique route based on who we are, on our values, background and enthusiasms.

Third, read, digest and learn. Watch others. Discuss and share experiences with others. Explore how you feel when you next have to deal with a typical sales person. And remember that feeling when you meet your next client. Is what you are about to do or say going to create the self-same feeling in her mind?

Then stop and do something different. Like asking her for her views about you, your product, service, firm, competitors, the market. And then really listen. Listen so hard that it hurts. Ask questions only to get more information. And accept everything she says with grace and humility. Choosing a 'Top of the Line' Executive Office Chair
Executive office chairs are typically “top of the line.” They are often used in the corporate offices of top executives and are commonplace in high-level conference rooms and boardrooms, as well as the waiting areas of upper management. It is important that an executive office chair present a professional image while also being comfortable.Executive office chairs atch others. Discuss and share experiences with others. Explore how you feel when you next have to deal with a typical sales person. And remember that feeling when you meet your next client. Is what you are about to do or say going to create the self-same feeling in her mind?

Then stop and do something different. Like asking her for her views about you, your product, service, firm, competitors, the market. And then really listen. Listen so hard that it hurts. Ask questions only to get more information. And accept everything she says with grace and humility.

Good luck. I'd love to hear how you get on. Us pioneers could do with the opportunity to share and offer support to each other.

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