At the end of this article, you will be able to reach an interesting conclusion regarding whether the seller is born or is it made?
First of all, practicing a profession successfully requires that it be done professionally. This is with knowledge, skills and abilities.
Can you imagine a carpenter who makes chairs without having learned how to build them and still continues to make and offer them? You probably don't want to sit in one of them, do you?
What would happen if you had to have appendicitis surgery and the doctor on call passed several subjects because he had a partner who was blowing him the answers of his exams and also, he did not have enough experience in the operating room to operate as you do? do you deserve in that moment of urgency? Do not worry, since this you will surely discover when the operation has concluded…
In sales and in absolutely all professions, there are the improvised and those who really do it with professionalism; that is, with knowledge, skills and abilities.
Here is the first of the requirements: you and no one but you, you are the one who chooses what type of professional you want to be. And this, unfortunately no one can teach you or inculcate it.
You may have the personality qualities to be able to exercise the profession, but as you well know that nobody was born knowing, you will need to learn these fundamentals and the skills that are required to carry out an efficient management.
The other important complement to this decision, and that is prior to it, is whether or not you like to exercise it and with what degree of intensity.
The examples we have seen are useful for you to imagine what products or services you would receive from each of these professionals if, in addition to liking their profession, they "love it".
Now, both those who were dedicated to selling out of necessity, as well as those who exercise it by fate or chance in their lives and are doing it, can only be successful and enjoy the income it provides when they have these two requirements.
Prominent salespeople generally add the spice of "loving what they do" to this.
They enjoy benefiting others with the contribution of their solutions to problems or meeting their needs with the products or services they offer.
Here is the big difference in terms of results: those who love what they do will always stand out from the rest because by doing it with real pleasure they add another important personal seasoning that translates into "the passion" with which they do it.
This leads them to permanently enrich themselves with everything that allows them to evolve towards higher levels of results and quality.
Professional salespeople realize that there is no second chance for a good first impression.
The credibility that you earn from the first moments of each interview will be essential for a truly productive development for your interlocutor upon successful completion.
They have the permanent curiosity that feeds them from other credible experiences like you are doing now, in addition to harvesting and analyzing their actions, improving their own life experiences every day.
Knowledge implies knowing in depth what I am selling not only in technical terms but especially what benefits it provides to my potential buyers. In this way, all the problems it solves as well as all the satisfactions it provides are discovered.
Without this, unfortunately, it is not possible to start practicing this important profession with dignity and even less to represent a company, its brand and what it offers.
When you now see a magician who with his illusions dazzles you before your eyes, or when you see a juggler who performs his skills without errors, remember that it is not the work of chance. They have had the natural predisposition to do it, but fundamentally they have known the techniques and, because they love what they do, they have perfected them to achieve that wonderful effect on you.
Returning to the topic of selling, in your case and in that of your sellers, it is up to you and each of the representatives you incorporate to make sure they have these basic requirements. In this way, everything you invest in them will translate into quality results due to the satisfaction they obtain from your potential consumers and clients, beyond your forecasts.
© Copyright 2002, by Martín E. Heller
