7 Pillars of a Sales Professional

Apr 20 07:29 2009 T Grundstrom Print This Article

We have all experienced those rare but unforgettable moments of complete and utter surrender to the selling skills, selling fundamentals, sales technique and enthusiasm of a true "Sales Professional." We entered the scenario totally convinced that we were not going to buy. We even had the conversation in the car on the way over, making a pledge with our spouses that no matter how good it sounded, we weren't buying! Then about half-way through ...

We have all experienced those rare but unforgettable moments of
complete and utter surrender to the selling skills,Guest Posting selling
fundamentals, sales technique and enthusiasm of a true "Sales
Professional." We entered the scenario totally convinced that we
were not going to buy. We even had the conversation in the car on
the way over, making a pledge with our spouses that no matter
how good it sounded, we weren't buying! Then about half-way
through the presentation you began to rethink your previous
assumptions. You looked over at your spouse and shared a look
that says "maybe there is something to this."

By the end of presentation, you did not change your mind, but you
made a new decision based on new information, that made you
want to buy what the salesman was selling. It was masterful: the
timing of the questions, the tone of voice, the amazing ability to
listen to what you were really asking for. It was like poetry in
motion. It seemed like that salesperson could read your mind - and
wow - even understood your pain. We are helpless and totally at
the mercy of the Sales Professional's defined sales technique and
sequence and the most fascinating of all, we loved every moment
of it! The sales process was effortless, enjoyable and we even
spent more money than what we had originally planned.

Why? The level of sales professionalism made you feel that your
needs were met and you trusted this salesperson. Your comfort
level was such that you were confident that this product would
solve the situation you were experiencing and add value to your
life. You were happy to buy from a sales professional knowing that
they make your life easier. You refer them to your family and
friends because they make you look good.

Effective professional selling fundamentals are what make this
'Sales Professional' that good. To be compassionate about being a
sales person, with the drive to become this effective, you should
become familiar with the '7 Pillars of a Sales Professional'. You will
build a solid foundation for professional growth with these
effective selling fundamentals.

Selling Fundamentals

The fundamentals of selling consist of a basic foundational sales
skill set. These include features and benefits, hot buttons, closing,
silence after asking for the sale, the law of averages, the 80/20
rule, the six money making activities, open ended questions, etc. It
is virtually impossible to build a career as a sales professional with
out this foundation. Returning to the fundamentals is the secret to
getting out of selling slump.

The Art of The Sale

Anyone can draw a picture of an apple, but an artist draws an
apple so beautifully that you might pay to put it on your wall.
Learning the fundamentals is a great start and will make a
dramatic impact on your sales career and pocket book. Now add
learning how to deliver those skills in the same way an artist
makes a painting and see your results soar. The art of selling
consists of the proper use of voice inflection, body language,
presentation skills, timing of questions, use of silence, pace of
speech, etc. Research shows that tone of voice and body language
make up 93% of the impact we make on other people. It's NOT
what you say, it's HOW you say it that matters.

The Selling Psychology

All sales people face the same psychological challenges of facing
rejection, insecurity, fear, call reluctance and procrastination.
These are not logical problems but rather problems of emotional
self-regulation. Pure will power can sometimes be suffice but when
we fail to overcome these challenges it may be due to taking a
purely logical approach (better time  management) to solve
emotional problems (lack of impulse control). The psychology of
selling consists of coping strategies and tools to deal with the
realities of being a salesperson and creates the proper mindset
and winning beliefs of a "Sales Professional." This is a complex
topic, which is why it is so difficult to master.
 
The Scientific Process

This pillar is exciting because it offers the opportunity of taking a
giant leap forward in generating results if applied correctly. By
using key scientific methodologies understanding the role the
human brain plays in making buying decisions, the Sales
Professional can experience vast improvements in closing ratios
and speed the trust building process with clients and referral
partners. Plus, the results can be achieved on purpose every time
by following the scientific process/methodology, versus crossing
fingers and hoping that the gift of gab or instinct will get you by.

Six Money Making Activities

Sales professionals know exactly what their job is on a daily basis.
They know what their objective is on every sales call and are
comfortable driving the sales process because they are crystal
clear on what step is next. Their clients find it easy to do business
with them because they reduce the number of decisions the client
needs to make, allowing them to focus on their business. The
foundation of a defined sales process is made up of what I call the
Six Money Making Activities: Prospecting, Setting Appointments,
Presenting Value, Closing, After Care/Follow-up, and Referrals.

Preemptive Selling

Advanced Selling Strategies consist of creating leverage and
compression, preemptive selling to eliminate all objections before
they come up, and consultative selling. In essence, here you begin
moving from $25/hr. activity to $2,500/hr. activity.

Sales Contact Management System

Create a lean sales accountability system. All of the first six pillars
are, fundamentally, subject matter and skills that can be learned
and honed by committed sales professionals. However, the key to
bringing them all together and turning them into more income, is a
lean system. This ensures all the right things happen, at the right
time, every time, with minimal wasted effort and maximum benefit
both to the customer and to the sales professional. Such a system
should keep track of every one of your contacts as well as your
current lead pipeline and then drive each lead through the Defined
Sales Process (pillar 5) that you created to take advantage of best
practices.

Contact management and CRM systems can be helpful here, but a
lean work flow automation solution is the way to get it done right.
Such a system brings accountability to how you are handling the
leads in your pipeline and whether you are moving them through
your Defined Sales Process at a pace and conversion ratio that
ensures that you are consistently making money. With competition
at an all time high and unskilled salespeople lowering their prices
on a daily basis, Sales Professionals need to streamline their
business, focus on highest payoff activities and still deliver more
value than competitors. By defining your sales process and
accountability system, you then can focus on creating the life and
business you've always dreamed of.

Becoming familiar with, and using these professional selling
fundamentals, generate confidence and creates personal pride in
being a professional salesperson. Continue to educate yourself in
your chosen profession. Go back to why you sell what you sell, and
be willing to act on the care that you feel for your clients. Care
enough to be unreasonable when they don't understand the value
of what you are offering and ask again for the sale. The world
needs professional salespeople who understand and can
effectively use these selling fundamentals to sell the right things to
the right people at the right time.

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About Article Author

T Grundstrom
T Grundstrom

The '7 Pillars of a Sales Professional' is a trademark of Rene F. Rodriguez. Rene's mission is to lead the Resurgence of the Sales Professional. For more information on improving your selling technique visit www.volentum.com or call 952-232-177. Toni Grundstrom is a freelance writer working with Rene Rodriguez to promote Sales Professionals. Rene is a partner of www.MyPostardCompany.com.

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