Sales people need to be able to sell
Okay – that sounds like a fairly self-evident statement. Yet you may be shocked to learn how many modern-day sales professionals simply refuse to refer to mention the word “sales” when describing their roles and tasks. The questionable ethical practices that arose in the 20th century alongside the meteoric rise of the sales industry – everything from commission-based selling to the one-time popularity of the detailing salesman, and other old-school selling tactics – means that in the 21st century, many sales people want to move away from the past and broaden the definition of what they do. So selling in the 21st century means much more now than ever before.
And there’s nothing wrong with that – as long as you remember that you are a sales person, and you need to be able to sell. You need to position yourself to explore opportunities with others, create new possibilities … and earn what you are worth at the same time. Your skills and capabilities need to be on display.
Selling in the 21st century – the new game
Selling in the 21st century is a whole different ball game to that of the last century. These days, you have to get to know your customer. You must be a great listener, and be able to view a sales situation from your client’s perspective. You need to ask yourself, “What does my client want? What does my client relationship consist of?” The 21st century customer is informed, smart, and technologically savvy. The spread of the web and its integration with the sales sphere has changed everything. The old sales paradigm is gone. We now deal with new age customers who are well-versed in what they want, and how they intend to consume products and services – and if you don’t meet their expectations efficiently and professionally, they’re prone to head somewhere else very quickly.
The material in this book aims to help you master the art of selling in the 21st century – and help you understand that you are part of an enterprising, progressive industry that is changing the world for the better.
Remember: everybody lives by selling something.
We hope you enjoy this book.