On the following pages we learn that we are all potential sellers and that this power, long buried in the depths of us, requires disclosure. We will also understand that selling is listening, feeling, encouraging. This means understanding the other in order to better satisfy his needs, and especially to satisfy desires that he sometimes does not know … And the author’s strength not least encourages us to rely more on our intuition than to base everything on the experience that it rightly calls “murder” commercial competence. ” Read on and you won’t have to attend special sales training.
The art of selling deserves a good place in public esteem. This is the seller who runs the business, and we all have something to sell. The art of selling requires certain qualities and sales skills that contribute to achieving good results. It is difficult to list these qualities. It is unlikely that two out of a hundred business leaders will agree with the skills they prefer in their salespeople, and everyone knows that salespeople don’t even agree on what makes a good salesperson. But there are some fundamental qualities that need to be considered. The art of selling, sometimes called the art of persuasion, is as old as speech. Each is not a professional seller, but in our contacts with colleagues we all strive to sell.
You can even say that a shipwrecked man on a desert island also sells: he thinks before acting, and is convinced that this is best done. Among the cases that are not usually considered sales: a lawyer who defends his client, the author of a social dissertation, an election candidate, a priest speaking a sermon: all these people practice the art of selling. And even those who, for political reasons, attack the free enterprise regime, practice the principles of the art of selling in order to defend their point of view. Presidents of many large commercial and financial enterprises owe their position mainly to the fact that they are good sellers, even if they have never traveled.
Selling is not just a way to have more products than competitors: it is a powerful contribution to maintaining our way of being. A recent article says that even his most ardent supporters would not dare to say that it can bring prosperity during a crisis, but it has a preventive effect. Our biggest industrial problem is to find outlets to profitably use the mass of our working population. Advances in technology and manufacturing have been a major challenge. Selling products should go hand in hand with wholesale production. In the “Make Your Career” volume, Ward makes the following remark, which, in spite of its general form, is consistent with economic theories: “It is thanks to the art of selling that we enjoy the majority of modern conveniences, which helps to create and maintain a home and conduct modern business, all this is possible because during the course of events the art of selling played a role. ” Some people say that someday we will no longer need sellers because there will be nothing new to buy. But our desires will never be satisfied, and there will always be new processes to create new needs. Not so long ago, inventors, as a rule, lived in poverty and ended up starving. It will take years for the product of their ideas to reach the public. Today, the seller intervenes: he presents the article, and after a few months or a year, he helped build a thriving industry based on the idea of the inventor. We find this quite natural in our economic system.
This type of sales is supported by services that bring new orders and satisfy customers. In fact, any reduction in sales will inevitably lead to a reduction in orders and, consequently, to a reduction in production and hiring.
In addition to knowing his product, the seller of goods or services is called upon to solve the problem of training in order to explain what he knows in order to create a desire to buy. There are many sales training courses for this. The moral qualities necessary for the seller are the qualities of every good citizen and are consistent with the commandments of the gospel. We need sincerity, not only sincerity, but also honesty. The sale is not completed until the seller has won the confidence of the buyer. He won neither the prestige of his company, nor the honor for himself without it. It is imperative that the seller believes in what he is selling and in his company. He needs endless patience based on a good knowledge of human nature. He must know how to handle people in order to inspire confidence and accept his goods.
A salesman who excels in his work is one who has a heart to work with. He also analyzes himself from time to time to see how he can improve his sales methods, his knowledge of the human heart, and his services to his customers.