History of Sales

History of Sales
    Ajit Stanley
    Certified Corporate Trainer

    The History of Sales begins right from the barter system 6000 BC or the Vedic period where goods were exchanged. During the ancient times, trade began as a barter system where people exchanged one object for another. Prehistoric humans traded animal skins or services for food. Over time, coins and currencies began to emerge. Some primitive societies used shells or pearls as currency. On the other side I strongly feel as of Date every human born is a naturally trained sales person.

    A Child under peer pressure sells the idea of the importance of a particular brand of tab to the parent who decides if the tab is necessary for the child. You know the drama drill that happens right. If you keenly observe there is a process in every step the child has done to sell the idea of the tab as well as a process of buying the tab by the parent.

    So, permit me to present the Sales Training through this read which will develop you to be the perfect sale person. Before we get into the process lets identify the qualities to be a sales professional.

    “A sales person is a man with a smile on his face, a shine on his shoes, with a lousy territory and a lousy boss”.

    The Man of the Hour

    Some of the key attributes of a modern-day sales professional are: –

    Charisma: to be a great salesperson you need to be a charmer who has the ability to make the customer believe in what they’re selling.

    Persistence: Successful salespeople know how to take rejection and keep it going.

    Drive: The best salespeople have a strong drive to succeed. They are always looking for ways to improve their skills and close more deals.

    Passion: Passionate about what they’re selling. They HAVE TO BELIEVE in their product or service that they are selling. It’s one of the things that sets successful sales people apart from the rest.

    A Good Listening: A good salesperson knows how to really listen to their potential customers and understand their needs. Only then can they offer a solution.

    Confidence: Is the key in sales. The ability to close deals with no fear, which gives them the edge they need to succeed. The outcome of a confident sales pitches is mostly success.

    Positive Attitude: A positive outlook is contagious, and it’s one of the things that sets successful salespeople apart from the rest. The Never Die Attitude is a key Factor.

    Global View and Cultural Understanding: Timing, decision criteria, financial justifications, formality and even the expectations for support during and after a transaction may be quite different in different markets, so international sales success takes empathy as well as patience.

    A Good Orator: When selling a product, don’t be afraid to tell a story. Create a narrative for your clients that shows someone in need of help and demonstrate how the introduction of your product can solve the character’s problem. This can help potential clients.

    Type of Sales

    – B2B sales
    – B2C sales
    – B2G sales
    – Institutional Sales
    – Agency Sales
    – Consultative Sales
    – E-commerce Sales
    – Direct Sales
    – Account-Based Sales
    – SaaS sales

    Benefits of a Sales Process

    Sales Process

    Implementing a sales process offers a host of bene􀏐its for companies. Here are some of the top benefits businesses can expect should they create a sales process of their own:

    – Understanding nuances
    – Improving strategies
    – Increasing sales
    – Generating efficiency
    – Reducing training difficulty
    – Improving clarity
    – Challenging reduction
    – Improving forecasting
    – Prioritizing a post-sale follow-up
    – Creating happier customers

    The Process

    Sales is a 2-way process one for the seller & the other for the buyer. Each of the process has clear guidelines and objectives.

    The Sales Process starts with Mapping of the prospective buyers. We need to be clear about what audiences we are trying to reach e.g., can’t sell an ice maker to a skimo.

    This followed by Knowing the Target Audience – is client worthy or not. The we strategize a pitch and approach the client; this is the Opening of the call.

    The pitch is presented and in the due process we start to Develop the call which leads into Proposing. At this stage some basic techniques are applied like:

    – FAB Approach (Features Advantage Benefit)
    – AIDA Approach (Attention. Interest. Desire. Action)
    – SPIN Model (Situational, Problem, Implications & Need based questions)

    The Elimination of Doubts starts and after this stage the Closing of the Call need to be finalised. Which leads to Follow ups either signing the deal, after sales support, or at a later stage you revert to the
    Opening of call again.

    Through Sales Training we ensure that a sales personal ensures to follow the sales process. Creativity in sales process is a must.

    The Buying Process

    Buying Process
    To Ensure that the sales process is effective we need to understand the Buying Process. The Buying process starts from the time the Sales Pitch Starts, the buyer starts to think if there is a Need for the product, what are the Options available in the market. Then the Buyer starts to clear his Doubts which influence him to Decide Frequent sales training help the sales personal to adapt to the current changes of the market.

    Some Things to Remember

    Be a good Listener | Never overcommit. | Prompt payment collection | Good rapport Do not antagonize the customer for payment | Its critical to keep learning from each sale, learn from the mistakes | Who is the Competition | last but not the least KEEP SMILING

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