Customer-oriented sales: 7 impulses for sales managers


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Selling is the linchpin of the economy. Production alone would be of little use if the manufactured goods were not subsequently sold. Services would be superfluous if there were no paying customers for it.

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Daniel Weinstock Best of HR – Berufebilder.de®Daniel Weinstock is an expert in business and finance in Europe.

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1. Renew image

The exchange of goods has always moved the world. Money makes the world go round! This finding is not really new. It has been true since people started selling something to others. There would be no economic system without sales. Everything would collapse completely, suddenly nothing would be sold. Two actors are essential to this “game”: buyers and sellers.

The latter will be examined in more detail below. The words “sell” and “seller” tend to have negative connotations. Wrongly! Because the (economic) world works just because something is sold constantly and everywhere.

2. The most important profession

Gladly forgotten is also the fact that only the seller, the income of the remaining workforce of a company ensures. After all, even someone who does a very different job than the salesman does not get his salary because his company produces or offers something. Only when this product is sold does money flow into it Company, Only these sales generated by the sale make it possible to pay employees properly. The profession of the salesman is therefore one of the most important occupations at all, because he keeps the whole economic system going. Unfortunately, this positive side of the sale is almost invariably underestimated.

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3. Question the Yesteryear

According to Wikipedia, sales refers to the assignment of a thing or the transfer of a right for consideration in the legal sense. In the outline already worked the early barter so. Soon the equivalent value of a commodity was paid for with coins, later with banknotes and finally cashless. New impulses and the general progress over the centuries have shaped the sales and redesigned again and again.

The changes from medieval trade trains to modern e-commerce are enormous. The sale developed and continues to evolve. And today faster than ever. Not only the buyer, but in particular the seller gets the effects of it. What worked yesterday must be questioned today.

4. Rethinking for success

As such, selling as such is an economic necessity. For the seller, however, only success is crucial. To put it bluntly, success is vital to survival. In order for this to occur sustainably, a rethink is needed.

Too many sellers are still more focused on their problems. They give too much attention to what is not working. But who really wants to sell successfully, should change his actions, move the weights. The focus must be clearly on what is going on and how it can be improved.

5. The value of a product is measured by the sale

It may sound provocative, but according to recent findings, it is sufficient to concentrate twenty percent on operations and products. With the remaining majority of eighty percent, then the topic of marketing and sales can be treated intensively. Once again, companies make money exclusively through sales.

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And of course the seller has to be aware of that. His job is not just to sell things, but to make the most of them. For yourself and for the company alike. For the seller, this results in the demand: "Focus on revenue and you will receive revenue!"

6. Get rid of garbage

Much of our lives are much faster today than they were just a few years ago. Thousands of pieces of information patter in on us every day, both at home and at work. And our brain has to process them. Three-quarters of people report being exposed to stress much more often than a few years ago. The cause of many illnesses is the omnipresent stress. Sellers are particularly affected.

But how can you protect yourself from this? An effective method that any salesperson can apply to themselves is to learn to place their brains on this fast pace. This includes ridding oneself of old, psychic ballast and garbage. A noticeable inner peace will allow for a faster implementation of current thoughts, which in turn serves the achievement of personal goals.

7. Reorientation and openness

Whoever uses only the proven, the same thinks and does the same, will most likely always get the same results. Sellers who only ever visit their regular customers will not win new ones. A little bit of small talk is not enough today to get the customer to a bigger conclusion.

To achieve more, sellers need to reorient themselves and be open to innovation. In concrete terms, there are two points that make up the basis of every sales success, along with good ideas and perseverance: the sales technique and the personal mindset.

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German edition: ISBN 9783965961388

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