The sales profession has been around since the beginning of
time. Others might argue that another profession is even
older. My position allows me to recognize that every time
someone wants someone else to think differently, approve of
something or change direction, the sales process is in play.
It wasn't until the late 1600's, early 1700's that the world
began to define the sales process. Barrister's at court
were an early model for salesmen (only in those days) because
they had to know how to convince a jury or Judge of their
position. The point is made because decisions were made
based on the basics.
Let's examine that
for just a moment. As a young man I played sports in school and
later as a semi-professional athlete.
|
The New World
When Columbus
petitioned Queen Isabella to fund his trip he was
smart enough to know that unless the trip was in her
best interests or the interests of Spain, it would
not get the funding needed.
The promise of spices
and gold was enough to persuade the Queen.
Curiously, gold is
still one of the main reasons for doing something
today. We just use the term "money." |
Every time we made a
mistake, our coach would always take us back to the basics
first. "You must know the basics. You must be first
able to execute on the basics."
What are the
basics of sales?
-
Listen - First
seek to understand. Within the explanation is the key
to the sale.
-
Solve their
problem - Not your own
-
Confirm the
solution - Don't assume
-
Follow up - Get
the referral
-
Follow up - Get
the referral
-
etc.
Mr. Rawson is
currently working on his book, "Everyone Sells." It is
scheduled to be released in the Fall of '07.
