If you're thinking of going into sales, if you're already in sales, if you don't know what you want to be when you grow up (no matter your present age!) there's a top-rank article you need to read in the magazine FAST COMPANY.
It's "Why smart people should go into sales," by Andrew Yong, and among his accomplishments include authorship of the book, SMART PEOPLE SHOULD BUILD THINGS.
I'll leave the article to you, but add that "selling" is not just selling products or services, but it's also persuading, reading body language and other buying signals, pulling out objections and hesitations, presenting concepts, learning to find and fill needs (needs that often the other person isn't really aware of, so part of "selling" is showing the need and how you can best fill it). All of these abilities pay off many times over if you move from sales per-se to management, customer service — even to setting up your own business and marketing your skills, perhaps as part of career reinvention, or electing for self-employment as your new career option.
Link to article in Fast Company
This five-step model approach in responding to objections and questions: Explore, Listen Well, Restate (if appropriate), Respond, then Move on.
1. Explore. Ask questions to get the person talking about what they really mean by the objection, and why it's important to them. (Why do you feel that way? will do if nothing better comes to mind.)
2. Listen well to their response. You may have heard this objection a dozen times already this week, but this person may put a different twist on it. Don't be too quick in cutting off the
Continue reading 5 steps in responding to sales objections and questions
Just what IS a buying signal?
A buying signal is some kind of often subtle signal that the mood has shifted and the other person is now ready to agree . . . or at least to be open to what you propose.
In other words, a "buying signal" may signal readiness to . . .
Continue reading Buying signals
Telephone etiquette with the gatekeeper or secretarial screen . . . professional ways of speaking with, and maybe even winning the gatekeeper as an ally.
Continue reading Telephone etiquette with the gatekeeper or secretarial screen
Check out your non-verbal selling skills by doing a videotaped run-through before important demos and presentations.
Here are some key elements to attune to as you check the quality of the non-verbal selling skills you project on your taped run-through:
Continue reading Non-verbal selling skills: “screen test” checklist