TSOS_#X What_Is_Sales FINAL

Sales is:

the art of interacting

with a prospective customer

in a mutual relationship

to share information

towards a desired result

Art: the art of sales – for corporate level sales reps is more than a “smile and a shoeshine”…products are more complex, the prospect has access to lots of detailed info before even speaking with a sales rep. Today, the rep is a consultant. And while sales exec pursue repeatable steps and process to achieve a wining sales process, the sales erp can bring humor, offer thoughtful suggestions. And buying is an emotional experience given it brings fear of failure or anxiety facing change;

Interacting: phone, face 2 face, web calls – even text messaging. Today’s rep has to be a master of communication;

Mutual relationship: Both parties win.

Share information: it is more important than ever to get as much info as possible from the customer and then offer up your “sales pitch” with a focus on what is most relevant to the prospect;

Desired result: The prospect should describe the desired result be it efficiency or cost reduction or increased service levels. The wording they use should be the opportunity’s mantra. The sales rep contributes to his company.