Recently a trade magazine interviewed me and the questions they asked and my answers were excellent reminders of what sales people and managers need to practice to take their sales volume to the next level.
What other key points are there to selling?
In the 21st century selling will require Relationship Selling, Network Selling and Investigative Selling. Building professional relationships are going to make a sales person be seen as a resource to protect or enhance buyers’ careers. If you attain that status, these people will buy more and more from you and refer you to other as well.
However, one has to learn how to use these relationships to get networked to others. People will help you if asked, but rarely if they are not asked. But, to make the process productive, what you ask for and how you ask for it will make all the difference between getting to the right people and getting to useless people for your initiative. This process is Network Selling.
Finally, a sales person needs to investigate the critical drivers of an individual in order to provide to this person what he or she wants to buy. People buy for their own reasons. Everyone is different and with out knowing their triggers, a sales person will flounder or worst yet, be annoying. But if you the sales person can make the connections between the desires and the deliverables, a relationship can be established and the cycle begins again.
For more on this topic see my relationship selling article “The Path to First and Follow-On Sales”