Sales is a Process, Not an Event
People often use words like “sales is about relationships”, “sales is a soft skill”, “one thing I cannot do is sell” etc. I will say this: Sales is a process and whether you know it or not, you are actually probably quite good at selling.
Now, more about the sentence: Sales is a process. What I mean is that in most cases, a sale takes time and many steps before completion. For example, let’s say you went to the store, looked at a few different models of mobile phones and bought one. Let’s say that it took 15 minutes to complete the transaction. Did the sale really take 15 minutes? I would say that the sale started much earlier, perhaps when someone made you realize that you needed a new mobile phone. Maybe you saw a TV commercial advertising the phone. Maybe you checked out reviews on websites etc. In other words, the sale took time and many steps before completion. Hence, sales is a process. For complex products, such as those involving higher prices and more people involved in the purchasing decision, the sale is an even more elaborate process. Bottom line: sales is a process, not an event.
In a future post I will talk about how everyone is probably better at sales than he/she thinks …..