Monday, November 9, 2009

Beyond the art of selling

They say that sales is all about the money. It doesn’t matter how you did it, as long as you get that sale. It is partially true because at the end of the day or by the end of the month, a quarter or a year, the management would be looking at your stats – they would look if you have made your goal and have closed the pipeline you reported. However, honesty in dealing with clients and in following company policies is also very important. There might not be a dollar value to it, but there is nothing precious than a clean conscience.

As a sales person, you will be given certain territories or accounts to work with. You are expected to generate sales out of it. You need to maintain business relationship with those clients we have done business with. But you will also have to prospect new clients, get referrals or get new leads from the internet.

Having a clear understanding of your territories should work to your advantage. It is good to know more about the companies you are dealing like knowing who the decision makers are, what their policies are, how they do business and about their budget. It is also good to know if the client you are working with also works with another entity. Just like a soldier depicted in Sun Tzu’s Art of war and management, a sales person should know his terrain to know how to attack his enemies.
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