Taking the fear out of selling

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Trouble getting Sales in

How many times have you heard a sales person talk to you and it feels like this person has no idea of how to get across what they have? Or worse, it is obvious they have learnt or are reading from a script, (stop them half way through and watch them panic as they try and remember where they got to).  I have been so disappointed recently by the level, (or rather lack), of professionalism coming across from people that I want to make it my aim to address the situation.

It looks like recent cut backs across all companies in an ever more competitive

world means there is a lack of incentive to bring in new talent and allow them to

grow under the wings of more experienced sales professionals.

 

So as the "old guard" retire, new people are thrown in at the deep end and expected to operate instantly. When this does not happen, (it won't), the company in question has to let a once enthusiastic and ambitious individual either go and be disheartened or move them to more mundane positions.

This is expensive for everybody, the company now has to employ a "mercenary" sales person to replace the outgoing individual. This means you end up with an employee who has no long term loyalty to the company and to loosely use a sales term "something you gain with money you will lose with money" i.e. when a better offer comes along you either have to match or look for someone else.

What is required is to build a relationship with a company who can offer a training regime which can help build your existing staff into professional sales people.

Unfortunately good ones seem few and far between, sure, if you want to learn new ideas like,  how to sell on the web, use verbal techniques, presentation skills, etc. there is an abundance. However trying to find someone who can teach the basics seems difficult to find.

So this is where we come in, I am not advocating just using our services, (but it would be nice), if this note does nothing else but highlights the need for creating a more professional sales team who can speak to customers using a properly structured sales pattern that deals with questions correctly and actually tries to sell the product they have, we will feel we have achieved something.

Regards

Destiny Business Consultancy Ltd