{"id":17,"date":"2009-10-23T07:30:13","date_gmt":"2009-10-23T07:30:13","guid":{"rendered":"https:\/\/www.manufacturedhomepronews.com\/wordsofwisdom\/?p=17"},"modified":"2009-11-16T15:43:26","modified_gmt":"2009-11-16T21:43:26","slug":"selling-is-not-an-event","status":"publish","type":"post","link":"https:\/\/www.manufacturedhomepronews.com\/wordsofwisdom\/selling-is-not-an-event\/","title":{"rendered":"Selling is not an Event"},"content":{"rendered":"

Words of wisdom for this week. <\/strong><\/p>\n

\u201cOur belief at the beginning of a doubtful undertaking is the one thing that ensures the successful outcome of the venture.\u201d<\/em> William James<\/p>\n

One of the biggest problems for many salespeople is not understanding that selling is a process and not an event. Effective selling is not just closing the sale, better prospecting or more effective sales presentations \u2013 although, all of these are important in their own way. Effective selling today is blending each of these together in such a way that the prospect trusts, believes and respects you and your organization, and wants and\/or needs your product or service to help improve the quality of their life or business enterprise.<\/p>\n

For many years, traditional sales training focused on the \u201cclose of the sale\u201d as the most important element. Then the 70s and 80s rolled around and the hot topic was prospecting, qualifying and getting to the key decision-makers. Then it was the nineties and consultative selling. What will the next decade bring? Who knows for sure? What we do know now is that to sell successfully is only half of the task \u2013 the balance is keeping the business. Organizations spend millions of dollars annually to attract and sell new business. Then they lose it for any number of reasons and have to replace it. So the saga continues.<\/p>\n

Selling is about finding good potential prospects that can benefit from your products\/services, persuading them to buy from you, and then maintaining positive ongoing relationships with them to ensure repeat, referral business, as well as positive references.<\/p>\n

Are you only focusing on any one particular aspect of the sales process as you sell? Are you weak in any particular part? <\/p>\n

Each element of the process is intricately related to the others. For example, let\u2019s consider prospecting. If you have a poor prospect, it will be difficult to give a solid sales presentation. It will be impossible to overcome sales objections and closing the sale \u2013 forget it. <\/p>\n

How about the attitude issues in the sales process? Let\u2019s say you lack confidence in the quality of your products. That will affect your willingness to find new prospects. If you do find some, it will impact your ability to give a confident sales presentation, etc., etc., etc.<\/p>\n

How about one more? Let\u2019s say you have a fear of rejection. This will impact your willingness to ask questions to qualify your prospects and discuss sales presentation issues that may be perceived as less that ideal. And asking for the order? Well, not in this lifetime.<\/p>\n

I am sure you see my point. If you are going to sell successfully, you can\u2019t just improve only one aspect of the sales process. You can\u2019t make up for poor prospecting with clever closes. You can\u2019t make up for poor product knowledge with fancy footwork. You can\u2019t make up for poor presentation skills with quick objection handling.<\/p>\n

Selling is not a single transaction regardless of whether you close the sale after one contact or multiple contacts that take months, but building rapport, trust, respect and a positive connection.<\/p>\n","protected":false},"excerpt":{"rendered":"

One of the biggest problems for many salespeople is not understanding that selling is a process and not an event…<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"site-sidebar-layout":"default","site-content-layout":"default","ast-global-header-display":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":""},"categories":[9],"tags":[15,14,6,1153],"yoast_head":"\nSelling is not an Event - Words of Wisdom<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.manufacturedhomepronews.com\/wordsofwisdom\/selling-is-not-an-event\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Selling is not an Event - 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