| |
| |
|
Sales Training Information |
|
|
|
Say What?!? Sales is a Profession?
What exactly is the sales profession? Without a common dialogue and context for the sales profession, sales professionals and corporate executives who choose to engage marketing, sales, and customer service functions through a sales effort are often left scratching their heads when it comes to understanding what sales really is. What do we make of the numerous and powerful "How to" concepts defined and implemented within the sales profession? These "How to" concepts are invaluable, but they only define one-half of what is needed to be considered a profession. Without the other half, we're doomed to non-professional status. Let me explain?. When a student studies any new subject matter, their first objective is to understand an overview of the entire subject matter. For example, when studying medicine, students first understand all the systems of the body, the different medical terms, and a high level overview of the entire field before they ever operate on anyone. In effect, they learn "what" the field is and then learn the "How to" tactics associated with specific actions. Let's look at the sales profession within this context. To understand how to apply sales knowledge, one must first have an effective overview and framework of "what" the profession is and "how" it relates to other professions. A good place to start understanding "what" Sales is would be to understand the attributes that define other professions. There are five attributes generally identified as common to all recognized professions. These attributes are 1. A Unique Body of Knowledge: This encompasses concepts and principles that are unique to the profession and are documented so that they can be studied and learned through formal education. In most professions, the body of knowledge is taught in graduate or professional schools. 2. Standards of Entry: Defined minimum standards of entry into a profession imply progression in a career. Entry standards define the place from where a career path begins. All professionals must have an accepted route open to the public by which a person can become a recognized member of the profession. 3 A Code of Ethics: Ethical Standards, or a code of ethics, is common to most professions. Its purpose is to make explicit appropriate behavior and to provide a basis for self-policing of unethical behavior, thus avoiding or limiting the necessary legal controls. 4. Service Orientation to the Profession: The service orientation is actually an attitude of the members of the profession, an attribute by which members are committed to bettering the profession itself. Professionals will commit their money and energy to publishing their ideas and experience, attending conventions, and generally contributing to the body of knowledge and the administration of the profession. 5. A Sanctioning Organization: The authenticating body or sanctioning organization has many purposes. It sets the standard and acts as a self-policing agency. It promotes publications and exchange of ideas, encourages research, develops and administers certification programs, and sponsors and accredits education programs. By understanding the "what" of sales and "how to" apply it is crucial for the sales profession. Just as a DNA molecule contains a double helix comprised of a "what" and a "how" to form the basic building block of life, so too must sales professionals define "what" and "how" of the sales profession. Brian is the Chairman and Founder of the the United Professional Sales Association (UPSA). UPSA is a non-profit organization headquartered in Washington DC that has addressed the concerns and challenges of individual sales professionals. Brian has authored the world's first universal selling standards and open-source selling framework for free distribution. This 'Compendium of Professional Selling' containing the commonly accepted and universally functional knowledge that all sales professionals possess. The open-source selling standards have been downloaded in 16 countries by over 300 people. Over 30 people have made contributions. Because UPSA is not owned by one person or any company, it is a member organization and guardian of the global standard of entry into the sales profession. Find out about the membership organization and understand the processes and framework of professional selling at the UPSA Website at http://www.upsa-intl.org. Find out more about Brian at: http://ezinearticles.com/?expert_bio=Brian_Lambert
MORE RESOURCES:
Sales-Training - Google News |
|
|
|
RELATED ARTICLES
Leverage Avoidance Values for Irresistible Selling What are values? Values are filters that everyone uses to help make sense of all the information we must process before we make a decision. When you appeal to a person's values you speak directly to their decision-making criteria. The "Finding Common Ground" Sales Technique, Is A Myth! Almost every book, manual, workshop or tape series teaching selling skills, will at one point suggest that you need to find something in com-mon with your prospective customer or client, in order to produce a trusting relationship. The thinking behind this suggestion is that if you find you have something in common with a decision-maker, somehow a bond or trust will be formed from a shared interest or mutual acquaint-ance. How to Build Rapport in 7 Seconds! I had my first official sales training by a man who believed in being very assertive, almost pushy. At the time this conflicted with my reserved nature, and for the next 6 months didn't even make one sale. Ten Ways to Super Charge Your Sales 1. Add a no-fee interactive game to your web site. The Pipeline: Curious, Desperate, Inspired? You do have a "Pipeline" don't you? You know, the directional map of how you're going to encourage complete strangers to part with their money to buy what you're selling!If you don't have one, you should let us know - we'll send you a picture - just pop an email to leanpipeline@aweber.com with "Send Me The Pipeline - I'm Missing Out!" in the subject line!You know how it is, sometimes, even when everything else seems to fit, you'll pick up a prospect that really isn't suited to you. How To Improve Your Sales Skills One of the biggest problems for many business owners is the ability to overcome objections. In fact, for many, this skill could be the difference between succeeding and going back to being an employee. Success Secrets Of A Famous Vacuum Salesperson I have to admit, I have an 'addiction'.Sometimes this addiction keeps me up to 3 am, sometimes it causes me to work 7 days a week. The Quickest Way To Increase Your Sales The quickest way to increase sales is to make things happen - not to let things happen. Let me explain. Resistance Training for Sales People What was the quickest rejection you ever got? 2 minutes into your call? 1 minute? 15 seconds, 3 seconds?Resistance comes in many forms in sales. Buyers may resist from the beginning of the presentation to the very end. Qualifying vs closing The art of effective question asking (qualifying) determines the effectiveness and the success of the "close".EXAMPLE: Let's assume you're a candy sales rep. Acquired Expertise: Attitude and Confidence "I recommend the 5.8 GHz Digital Phone, because it suits your needs well, provides adequate service for your area, and has the additional capabilities you requested. Better Listening Skills = More Sales Today's business environment is intrinsically tied together by ongoing information exchanges between two people. This personal communication is most often facilitated by the spoken word. The Multiplying Factor In Sales Success Mark has an attitude! Mark had worked in an operational capacity in the plant of a mid-western uniform company for over eighteen years. He had held almost every job in the production end of the business, from janitor to purchasing. The Five Most Common Mistakes Salespeople Make Over the decades that I've been involved in sales, I've worked with tens of thousands of salespeople. Certain negative tendencies -- mistakes that salespeople make -- keep surfacing. The Rock and Ripple Effect: 3 Ways to Splash to Sales Success Imagine you've just thrown a rock into a pond. SPLASH! Ripples begin extending around the point where the rock hit the water. 3 Steps To Immediately Increase Sales Want to increase sales within your company? It's not as hard to do as some might have you believe. Though we as a nation are in the midst of an economic downturn these past two years, your company does not have to be. The Clock is Ticking on Your Leads Every day is critical when you are in the business of sales. That lead you receive today could very easily be gone tomorrow. Being Politically Correct When Selling Can Cost You Sales In our culture it is basically un-American for a prospective customer or client to help a sales representative or service industry professional in the selling process, by answering the probing questions required in an effective consultative selling approach. However, many sales trainers, coaches and managers teach that to be "politically correct," polite or to look professional, you must ask permission if you want to probe for information. Sales Skills are Life Skills I love the art of selling. LOVE IT. Putting Benefits Before Features Having spent so many years in retail, I always enjoy being on the listening end of a sales persons presentation.As I listen patiently and attentively, I privately critique the sales person as they make their pitch.
|
| home | site map |
| © 2006 |
