Most sellers go on sale involuntarily. Some doing a replacement, others because they did not find a job in what they studied, many because they wanted to earn money and some because they emulated their parents, also salespeople.
Whatever the origin, the fact is that they became sellers.
However, the alternatives of his career as a seller are usually haphazard and are framed within the following possibilities:
Find out whether or not they can be sellers.
Be sellers of the heap.
Being outstanding sellers.
Aspire to be a Supervisor.
Becoming Sales Managers.
It does not matter in which category they work, what marks them is their eternal struggle with their free time; a constant fight between leisure and business. I do not succeed in explaining the origin of this struggle, nevertheless it exists in every human being and its result determines the labor luck of each individual: nobody is good without effort.
The first temptation:
Try to make as few visits as possible: that is the first temptation. The rational indicates that the more visits are made, the more presence in the market a seller will have, the greater the business opportunity and the greater the probability of sales; However, the seller comes to believe that the customer will continue buying because he needs the product (sales inertia), and that the company will not notice it. The temptation is great! If the company does not have effective control systems and the boss is "laissez faire", then the temptation will win. If the seller discovers that they can be a seller and doesn't end up abandoning sales activity, at best they will be a heap seller, one of those ordinary sellers whose life is around order taking and writing. reports without content.An amorphous group that advances at the mercy of the inertia of the sale and sincerely believes that the price is what prevents selling. His life is to be an eternal messenger of the client and he is an unwavering fighter to lower the price and compress the margins; even if you check that you end up selling the same quantities at lower prices. A few hundred of these sellers are enough to periodically destabilize the market and generate anachronistic price wars.A few hundred of these sellers are enough to periodically destabilize the market and generate anachronistic price wars.A few hundred of these sellers are enough to periodically destabilize the market and generate anachronistic price wars.
This occurs because these sellers are so convincing with their bosses, or their bosses are so careless that they come to believe that they are actually right and modify the price structure without checking whether the reason is punctual or generalized: this legitimizes the reaction. of the competition and the story takes another turn in the spiral.
The second temptation:
Believe that the client portfolio is personal and non-transferable; transportable and endorsable. Can be ?. Many salespeople go through the stage of believing that customers belong to them and by that fact they make mistakes in their relationship with the company and end up negotiating their portfolios with opportunistic or naive managers who once believed the same.
Sellers who have succumbed to this temptation know that it is a fallacy; reality shows them that the customer is loyal to the product rather than to the company or the seller. If the product fails, the seller fails and the company fails, and if this is repetitive, the customer chooses to switch products among their peers.
It may take one or two customers to switch to the seller for a time, but the common customer will remain loyal to the product and its turnover, regardless of who the new seller is who serves them. This is because in businesses of all kinds, the main star is the products, the seller seeks their brilliance and income in the placement of them, however if the business mix (4P) is bad the seller can not compensate with talent.
The third temptation:
As soon as they manage to stand out in the sale, at some point they decide to change companies in the belief that they will do better. This is more common than might be expected, because many salespeople feel that their self-esteem improves every time they offer you a new job. It is advisable to be very clear when you are facing a development opportunity and when facing an adventure.
It is easy to spoil a good CV damaging the image of job stability that is the best valued by those who select personnel; and above all it is very easy to become a meteorite after being a bright star.
Currently specialization is the only guarantee of success, and within the field of sales, specialization in one area is more valuable than general sales experience. Many times staying is specializing and knowing whether or not to change jobs is an art. Selling is a risky activity and that each seller sooner or later checks it out.
The fourth temptation:
Extorting the boss by threatening to switch to the competition. This is one of the most perverse temptations and although one believes that it does not exist: it is real. Virtually most sellers who know success have been tempted by this possibility at one time. Some find it depends on the boss; Others have been turned against by putting an alarm note on the confidence and stability of the market that the seller holds. If who's trying is a good poker player…
The fifth temptation:
Believing that the best seller can be a good boss.
As in love, two people always participate in this temptation: a salesman who aspires to be a boss and an entrepreneur who agrees to carry out that aspiration. The beginning of promoting and / or promoting a good seller is not bad, but if we are wrong the end can be bad. It is necessary to be careful not to be mistaken since all the fruits are not good for seed and when planted some tend to rot.
Just because someone is good at what they do does not qualify them to be boss; In sales, above all, it is dangerous without contrasting other qualities that are useful for being a boss. In fact, a boss has more important responsibilities to sell and therefore his main ability is not exactly useful in the new position. It is advisable to keep this in mind.
The managerial temptation:
Believing that the inertia of the group's sales will replace its lack of direction and control. Many spell sales managers are often tempted to change the method by chance. The speech begins by justifying any lack of order by the old ditty of the results. So if the results are bad, the market is full of excuses to justify them. This is not related to having studied a business career or not, but to a manager's personal discipline; In sales, working without method is the greatest temptation. It is advisable never to succumb to this temptation: the method is always the best way to grow and correct deficiencies. The method changes the justifications for courses of action and does not lose sight of the result, however difficult it may be to achieve.
Amid so much temptation, the seller who is truly determined to go far, both physically and personally, is continually subjected to Hamlet's dilemma: To be or not to be? Who decides properly will be on the right track, but no one will decide for him. Things are according to our alternative decision.
