Sales is the part of your overall Marketing strategy and activities which help a prospect move from having an interest in buying, through their
first purchase and on to being a loyal customer.
Often people new to Sales start by thinking a great salesperson can sell anything to anyone. Rubbish! You can only sell somebody
something they want; when the value of the pain relief provided by ownership of your product exceeds the value of the money in their pocket!
More experienced people in Sales number information gathering skills amongst their top attributes; the ability to ask probing questions so they can
understand problems, and the circumstances which surround those problems, so they can then suggest a solution which the customer actually wants.
Top Salespeople realise the futility of a "sales transaction". That implies a here today-gone tomorrow or a winner-loser
arrangement. For the top people Sales is about win-win in the context of a lifetime relationship, keeping doors open for future business.
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