This article is part of a book that I am about to publish, on how to enter the world of sales and how to manage salespeople, perhaps it will be called "Novice Seller Manual" or "How to enter the world of successful sales and not die in the attempt"
FOR WHOM DRIVES SELLERS:
THE MAN WHO DECIDED TO BECOME A SELLER
Have you stopped to think about why there are people who accept the task of selling? Well, all the reasons that you know or can think of can be summarized in two: BY CONVICTION (which is the least common) and BY DESPERATION.
By conviction, those who come when we tell them after telling them about the wonderful company that we are and the incredible product that we manufacture, throw themselves at us and embraces us, thanks us and almost on our knees and with tears in their eyes, gives us a blessing because we have given you the opportunity to be a seller. The mission for which he was born. The childhood dream.
How many of these have arrived responding to a press release? If you answer more than one, you are lying.
As well. It is out of desperation that we generally sell. Because the employment situation offers us nothing else.
When responding to a press ad we submit to what they offer us because we cannot continue to be vacancies, the rent has expired and our pregnant wife is already pushing so hard that we have to accept whatever promises some money.
But in addition to this acceptance without conviction and reluctantly comes the answer and the concept of his family.
Of course, in the interview and in the proposal to become our salesperson, we have sold him the idea, we gild him the pill and in some way we have shown him the way to earn and grow. With that little motivation, he arrives home and with a discreet smile and an encouraging voice he tells his wife, I got a job !!
"How good and what is it?" asks his wife, looking him in the eye with the hope of hearing a position as minister or president of a multinational.
-As a salesman! - he says, smiling in part because of the injection of motivation we gave him in the interview and for giving satisfaction to his already unbearable beloved wife who is pressing for solutions to her difficult situation.
-Oh. And there was nothing better than… Salesman? - replies his mistress with a disappointed voice and a funeral face.
Generally this happens to our new salesperson and we can apply it as a common response from parents, partners and of course husbands, because let's not say anything in the case of women who accept the task of selling. They were almost accused of vagrancy.
If to this that is already critical and demotivating, we add the common perception of the profession of seller that society has, do not make it strange that you waste yourself on resources and time doing interviews, selection and training so that in the end you can see yourself alone and without sellers.
This is why the salesman's work must be understood with more emphasis in the human sense, trying to understand the environment that surrounds our candidate or collaborator, because although he is not doing us a favor, if he is entering a world that is difficult to drive due to ignorance or bad reputation, the profession of salesperson
Support must go beyond training and the delivery of working materials and brochures or samples. It must be constant and always looking at the human side. The permanent fight against the medium that forgets or does not have the faintest idea that the area that earns the most money in a company is the commercial area. That the seller wins well, of course the good seller, the convinced of his profession. The one who is about to take the next step in evolution, to be a businessman. (see evolution chart).
The sales team should be like a soccer team. With leaders in their only position. With experts in their area, with a technical director, with substitutes, with medical and nutritionist advisers, with training sessions and concentrations, with a bar and with championships to win.
A team that respects and is respected, that is perfected every day and goes from street player to professional player.
The work of a salesman must be valued like the keys of a typewriter. A single key stops working and the cards will be unreadable.
But, whoever agrees to enter the world of sales must also be aware that being a seller is accepting the commitment to remain in the only constant in today's world: CHANGE. The permanent search for change.
