Sales! A word despised by some, loved by others… Some claim it’s art, others say it’s a science. So, what is it? And how can you master it? After several years working in the field with a few of the best sales guys on the planet, I think I have my answer!
It can be an art, a natural talent that gives you something that others need to work hard to achieve. But, don’t despair, that is not the end of the story. Hard work and technique is what will make you a star and, what makes a solid sales representative. Talent can only give you a head start. Science and hard work will get you to the finish line above target.
Key things for you to remember:
– Understand and challenge your customer. They might not appreciate it in the beginning but they’ll respect you in the long term. People BUY from YOU and only if they trust you.
– Know your stuff! There is no way around it. You might have the best product out there but you need to explain why AND adapt your speech to different audiences
– Be friendly and patient, Listen! Only by listening you’ll make your pitch effective and understand what your customer REALLY needs.
– Finally, identify the decision maker! There is nothing worse than doing a great pitch and invest your time on the wrong person!
Sales: A few lines to explain the basics… A lifetime of hard work to master it
Note: Cross Post on Linkedin
Portugal… A country next to the sea… “Um pais à beira-mar plantado”.
There is a lot I could say about my country. It’s amazing history is briefly described on Wikipedia. Dazzling places to visit can be found everywhere and if you are an investor the country has an organized structure to welcome you.
Well… Infrastructure, history and organization are not everything you need to make something work. In the end it all comes down to the people.
How we Portuguese are as a people is hard to describe. Although we are Latin nation we are not as “warm blooded” as the Spanish or the Italian. For some reason, we got influenced by the long periods of time that we spent traveling the world. We have a word “SAUDADE” that describes the feeling of “loss”, when you miss a friend that is away or a situation that you’ve been through in the past. This feeling allied to the sense of “Fado” that means destiny gave us a different perspective on life and relations towards people and situations.
There are known Portuguese in several fields, from literature to science or sports. However, from the less known people I would describe us as organized, responsible in their work, creative and hard working individuals. Not all are roses and we have some less good qualities such as the tendency to bureaucracy and the lack of long term strategy of some of companies and individuals (ex. Manage personal savings, manage employees etc..). I point these reasons among others to “justify” why we are not a country that drives more innovation and provides better quality of life for their citizens has it could/should be.
I like to add that I think the future is bright because “if we have good eggs… we will make a good omelet”.