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Sale or Order?

January 30, 2012 | Comments: 0 | Views: 133

What's going on in sales? Today someone called me because I had signed up for something online (yes, I'm being vague because maybe he's reading this post) and after asking me why I had signed up for the service, he launched into a five minute monologue about his services. He did not take the time to pose one single question to me and he did not even pause for effect. So I started thinking that perhaps what I have been reading in all the books is wrong, and I am supposed to allow myself to be steamrolled by salespeople and salespeople are not supposed to take the time to probe my pain and discover what I need. Then I said to myself, "no, in reality this guy is not a sales person! He's an order taker." Ok, now I can be calm about this issue.

I then thought to myself, "wait! If he's an order taker, why is he describing benefits and features?" Ok, so maybe he's a cross between a sales person and an order taker. After all, he never gave me his title. Do sales people ever tell prospects or customers that they are sales people? Why would they? It's better to state your name and your company name but conferring on yourself a title of salesperson would be demeaning, correct? We all know someone calling us is a sales person and not an order taker, so there's no need to state our title. This guy, however, should have stated that he was an order taker with perhaps a past history of being a sales person. Unless he was a sales person who forgot his script, but who really knows?

In truth, however, all of us who are in sales have that quandary. We can choose to be order takers or we can choose to be sales people. Or, believe it or not, we can be both. I like the sales option better, because as the saying goes, "If they ain't buying, you ain't selling." Today I was far from buying and the guy who called me certainly wasn't selling. He may have thought he was selling but I responded with the "send me an email and I'll get back to you." Was he still in control of the sale (or the order)? I don't think so, because I told him what the next step would be. I am trying to look objectively at the service I signed up for, as it may be very beneficial to my business. Oh well, I hope the hybrid order-taker-salesperson won't spoil the sale, or, should I say, the order.

Given the fact that anyone reading this wants a take-away point that will lead to successful sales bear one thing in mind: You are always selling, and the prospect is always buying. The experts say you shouldn't sell a customer, and that may be true, but I add a caveat to that: Don't take their orders either. Ask questions, discover their pain, and present a solution that will acme them happy with the sale.

Given the fact that anyone reading this wants a take-away point that will lead to successful sales bear one thing in mind: You are always selling, and the prospect is always buying. The experts say you shouldn't sell a customer, and that may be true, but I add a caveat to that: Don't take their orders either. Ask questions, discover their pain, and present a solution that will acme them happy with the sale.

Source: EzineArticles
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