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Archive for December, 2008

Following my last adventures about sales (here), I’ve never grew up thinking “tomorrow, I’ll be a salesman”; not at all. Nor I’ve never lived in an environment with some (no parents on sales business, no brothers/sisters), some friends joined this career later, but no really influences had prepared me to be, in some ways, ‘in the track’ to. But I did. Several days after my previous education, it came, day after day, not that I had no guide – in fact I met some important and awesome people in these skills -, but as if I always prepared to, a kind of doom, no curse at all, just destiny.

In fact, sales jobs are specialist ones, against all beliefs effect on our lives. That’s probably one of the main reasons, anyone can’t be a salesman…Why?

First, when you have a family, you’re always out, travelling by train, car, plane, collecting nowhere destinations and empty hotels; lonely dinners, lonely nights, early wake up, in a certain way, similar to priest loneliness and hopes…You begin to pray for tomorrow’s sales, and have nightmares of white paper and failed sales

Second, and added to loneliness, nobody believes in your intelligence, in the fact that you’re programed to sell (anything you want!), and one suppose, you’re just good enough to, but not really more. A modern warrior, infantry, keeping the lines, always at war. You must find another reason to believe it’s a noble job (fortunately, real salesman knows with experience how to cope with it and find lots of pleasure and happiness in their daily life!). It’s sometimes hard to be loved to, by your invading mind, big mouth, and teeth too white (!).

Third, you have to be patient, while you’re obliged to listen all customers problems, hoping at the end of the tunnel, one of them will order you, for your talent and understandings. It’s not obvious everyone can spend times to try to understand, thoughts and miseries of people.  But closer climate becomes a trust situation, more sales you will be able to do. Look at what’s up on social networks -even if there’s nothing to buy/sell, what I often ask to me…-; no trust, no exchange, no chat, no answer. No contact, no friends. That is. A kind of confident, before being advisor, doctor…and sometimes best friend.

Look at the final cut: that famous art, selling. It’s a matter of trust. And  not anybody can say, he’s trusty for sure. Trust is a reward, you can’t buy it, I think. So, whatever your intentions, you have to work for it, to get the tools and be the special confident. Be the one who knows all about his customers, when they are, but before too; analyzing personality, to structure, adapt your talk, prepare to argue hard, but to put yourself at the customer’s place; we’re all users of anything, and as famous quote “don’t do others what you don’t want you others do”. It’s a deadly final art in fact, lots of people depends on your skills, in companies.

Now, I made my mind, managed sales teams, lead to business development – the other style of selling with BtoB relationship – but I know what “selling” means, and all the background behind. Believe me it’s a awesome job for who knows discovering tricks&tips and decide to invest for a while. But one thing I’m sure now, is that job is not for everybody. It’s part of the dream to become famous, rich and respected, but prepare you to the hardline before, with simplicity, care and wide opened mind. It’s core of the job, missing it can throw you away and leave you a bitter taste in your career…

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