This is the basic and rudimentary blog of what I am learning in my relatively new career - Sales. I have worked and done Sales prior, but not at this hard core level as I am in this job. What I have heard, implemented and felt make me do it comfortable is what I aim to capture in this blog.
I was with one of my favourite teacher and she said that we need to "relate to people".
Aha! There we go - it is not about what we have, the understanding about our product, the research we have done and all the several steps.... the bottom line is really how do we relate to whom we are trying to sell. And why sell, when they can buy? And they will buy when we relate. It is quite contrary to the general management philosophy of "Do'nt waste time there" but really, qualifying and prospecting is a process of inherently relating. And like I read it, most of the buying decisions are done at an emotional level, though the process is at an intellectual level. Rather simply put - the appeal is at the heart, and the approval at the head. Indeed, there is no approval without appeal.
More to come, soon!!
