Salesmen tend to perpetuate the myth that you either have a knack for making sales or you don't. They make out that it is a dark art that can only be mastered by an elite few. Like most myths this has a tenuous link to reality but is of course complete fiction. So what is required to become a good sales person and can it be achieved through sales training?
Attitude
How do you sell snow to the Eskimos? Well successful salesman and author of Success through a positive mental attitude W.Clement Stone stated that, "Sales are contingent upon the attitude of the salesman - not the attitude of the prospect." The attitude of the salesman is crucial. You may think this is obvious - it is! But how many times have you met a salesman that half-heartedly attempts to push a product that they obviously have no belief in.
Knowledge
Alongside having a salesman with a good attitude, "People like to feel they are buying of their own good judgment as a result of the information the salesman has given them". This would suggest that it is vitally important that your salespeople are knowledgeable and impart their knowledge without pressing the customer too hard.
Integrity
Okay sales people are not renowned for their integrity. There are numerous horror stories of door-to-door salespeople that fleece lonely OAPs in an attempt to relieve them of some of their pension. It goes without saying that a salesperson using these techniques will not only go to hell but will eventually be caught out by their customers when they don't receive what they are promised. People respond to honesty. It is perfectly admissible to highlight the flaws in your product and if you help the customer find the right product for them (even if it is not yours) they will appreciate it and come back to you next time.
Learn about the customers
It is another overused cliche that good salespeople know their customers. Cliche or not it is a fundamental aspect of being a salesperson. You have to know what your customers want. This is why search engines such as Google have been so successful. They listen to what the customer wants and provide results for their search. Salespeople should do the same. Sadly taking time to listen is often overlooked by salespeople. Woody Allen alluded to this in Love and death 1975; "There are worst things than death. If you've ever spent an evening with an insurance salesman, you know exactly what I mean." Sadly salespeople are often too keen to talk about themselves and as a result miss out on a sale.
Training
It can't be taught they'll say. But of course we all know good sales techniques can be taught. Motivation, Communication and Financial Awareness can all be developed by sales training. When this is mixed with high levels of determination and desire to sell a super human salesperson will be born!
Nature Nurture And Psychology
There has been growing recognition of the scope and threat of obesity. In the United States, one in four adults and one in five children are obese. And obesity has been steadily increasing. The health threats - heart disease, diabetes and cancer - are similar to those of smoking, and they tend to concentrate among the poor. These threats, too, are trending upward: one in three Americans born in 2000 is likely to develop diabetes. Direct and indirect costs of diabetes to the U.S. economy already were $132 billion in 2002. This problem has been building over time. Over the last 30 years American women have increased their daily caloric intake by 21 percent, or 325 calories, while men have added 170 calories to an already significant 2,450 calorie-base. Public awareness, however, has really wakened only in the last few years, with U.S. media coverage of obesity tripling since 2001. It is not surprising, therefore, that a sudden discovery of a steadily growing problem has generated false dichotomies and visible villains. The overriding false dichotomy is nature versus nurture. Are American society's obese tendencies rooted in our physical or psychic make up, or are they based on changing eating habits and foodstuffs? The clear answer is: "both." We are eating more but exercising less. There also is mounting evidence of genetic drivers toward obesity. Similarly, we are taking more meals out of the home - and not just at "fast food" restaurants. And we're eating more processed foods, in larger portions. None of this finger pointing is likely to help us as a society get out of this situation. Fewer jobs require physical labor, so we must find more ways to burn up calories, whether in the gym or just climbing more stairs. Labeling foods as inherently good or bad ignores taste and common sense; all foods in moderation can be fitted into a slender figure. Nor does blaming portion sizes make sense; it ignores the thought processes that see bigger as the better bargain. No single solution exists, nor should any single culprit be seized upon. We need to see obesity in all of its complexity, if we are to sort out solutions that work for all of us.Food manufacturers and service industries need to be - and, I believe, are becoming - part of the solution. They are recognizing that their products contribute to the problem. So, there are things they can do to help. But, we are facing some real challenges in terms of consumer preferences. As this survey shows, consumers are most interested in foods that provide more convenience. That ranks well ahead of changing diets in pursuit of better nutrition. And before either of these comes preserving good taste for the things we voluntarily put in our mouths. An important tool in addressing the complexity of obesity is technology. Biotechnology and new processing methods are helping food companies capture useful ingredients and putting them in new places. Nanotechnology may help us engineer flavors and bioactive ingredients that will be satisfying to consumers and better for them. Cereals can be a great source of fiber and other healthful ingredients like:
Soybeans are a great source of these ingredients and protein. These nutrition-enhancing ingredients can be extracted from grains and soybeans. They can be put into familiar products like breads, juices and the like in order to promote heart health, digestibility, bone strength, joint comfort and a feeling of satiety. Technology, however, is not a cure-all. First, there are problems in finding the right regulatory environment for new technologies and products. There are issues around rights of invention and proprietary ownership. And there are added costs in building many of these attributes into foods. Food also touches other sensitive chords. New products can be safe without being accepted by consumers. New processes can be proven to work without being trusted by consumers. And, weight gain is a gradual process; dealing with it - or its effects - can always be put off to another day. Between just letting obesity spread and nutrigenomic-designed diets will lie a host of incremental strategies. Food manufacturers will develop novel ingredients and ingredient combinations to deliver more nutrition tastefully. Even conventional agricultural products will be engineered or bred to offer health and appeal. And, growing awareness will lead to better choices for wellness - whether it is new foods, new self-discipline, new activity We will need choices to cover the differences between men and women, children and adults, young and old. Choice also helps make healthfulness a complement to taste, not an alternative. And we will need to take responsibility for our own behaviors. Technology and food service innovations can support good behavior, but success still starts with giving consumers what they want.
Both Shaun Parker & Khalid Hussain are contributors for EditorialToday. The above articles have been edited for relevancy and timeliness. All write-ups, reviews, tips and guides published by EditorialToday.com and its partners or affiliates are for informational purposes only. They should not be used for any legal or any other type of advice. We do not endorse any author, contributor, writer or article posted by our team.
Shaun Parker has sinced written about articles on various topics from Online Marketing, Auto Insurance and Wedding Bells. Shaun Parker has been a leading salesman for all of his life. He uses his many years of experience to run for salespeople of all levels of expe. Shaun Parker's top article generates over 246000 views. to your Favourites.
Khalid Hussain has sinced written about articles on various topics from Sales and Negotiation. PhD Scholar from Pakistan. Khalid Hussain's top article generates over 720 views. to your Favourites.
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