Personal Selling Philosophy
Personal Selling Philosophy The web dictionary defines selling as; a sale is the act of selling a product or service in return for money or other compensation. Signaling completion of the prospective stage, it is the beginning of an engagement between customer and vendor or the extension of that engagement.
Personal selling occurs where an individual salesperson sells a product, service or solution to a client. Salespeople match the benefits of their offering to the specific needs of a client. Today, personal selling involves the development of longstanding client relationships.
When one reads the definition of selling as I stated above, no one thinks of it as a philosophy. When I first got into sales, the words sales and philosophy didn’t sound like they work together in any kind of a normal sentence. Because I am in sales now and know of such thing called a sales philosophy, it makes all the difference to see how these two work together.
For instance, I used to see my job in a very literal way. I saw my job as just selling stuff to people. It is the core definition of a salespersons job to sell stuff to people, so this is absolutely true. However, this is inaccurate. When I began to look at my job in a more philosophical approach or perspective I realized that my job is to help people make a good buying decision about the kinds of products (or services) that I am selling.
I then compared the two perspectives. The one about selling lots of stuff to people can lead a person to do what it takes to get the job done, which may or may not have a high level of integrity, good feelings on either side of the buying and selling equation, and it could go either way for referrals and repeat business. A salesperson who shoves something down your throat is probably not someone you would go back to or tell a friend about. On the other hand, most salespeople spend more time with their products and services than most of their
Personal selling occurs where an individual salesperson sells a product, service or solution to a client. Salespeople match the benefits of their offering to the specific needs of a client. Today, personal selling involves the development of longstanding client relationships.
When one reads the definition of selling as I stated above, no one thinks of it as a philosophy. When I first got into sales, the words sales and philosophy didn’t sound like they work together in any kind of a normal sentence. Because I am in sales now and know of such thing called a sales philosophy, it makes all the difference to see how these two work together.
For instance, I used to see my job in a very literal way. I saw my job as just selling stuff to people. It is the core definition of a salespersons job to sell stuff to people, so this is absolutely true. However, this is inaccurate. When I began to look at my job in a more philosophical approach or perspective I realized that my job is to help people make a good buying decision about the kinds of products (or services) that I am selling.
I then compared the two perspectives. The one about selling lots of stuff to people can lead a person to do what it takes to get the job done, which may or may not have a high level of integrity, good feelings on either side of the buying and selling equation, and it could go either way for referrals and repeat business. A salesperson who shoves something down your throat is probably not someone you would go back to or tell a friend about. On the other hand, most salespeople spend more time with their products and services than most of their
References: Zimmerman, B. (2012, May 20) 4 Reasons Why Training Sales People is Less Effective than Managing Them Well. Retrieved from http://technorati.com/business/article/4-reasons-why-training-sales-people/page-2/ Mahoney, S. (2012, July 2) Success Selling Globally Requires Cultural Localization. Retrieved from http://www.manzellareport.com/index.php/strategies-section/283-success-selling-globally-requires-cultural-localizatio