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  • George Rizopulos

Is sales an academic subject?

Do you have a business degree? How many classes on sales management and business development did you take? Unfortunately, Sales is quite absent in most universities in the world, even if this area is a crucial part of business success. Many companies try to boost sales by simply recruiting salespeople with great track record and hope for the best. They are using traditional methods of performance management and KPIs that date back 50 years and belong to a time when the traditional knocking on door sales was still the thing. Without understanding the degree of buying complexity that your products or services represent from a customer perspective, it is difficult to calibrate your sales for success. It is crucial to analyze, align and harmonize all areas that enable sales excellence, and not only focus on the activity level of the salespeople, and the number of sales calls they did this week. #salespeople#salesleadership#sales#salesmanagement


What is your definition of sales?


I bet that I would get almost as many answers as the number of people I ask.


My personal definition would be something like…….


“The art, or method of convincing people of an idea that they embrace, and which results in a transaction”


The convincing idea could be about that there is something that can help them to become more productive, better, more beautiful, happier, stronger, more successful, save, or make more money etc. It does not seem to matter if it is B2C or B2B, in consultative selling there are always people involved independently whether it is a personal or company need that is addressed.


I ask myself, what is so different between this and the rhetorical models invented by the great minds of 400 BC ancient Greece, like Demosthenes, Aristotle and Plato? They stood on large rocks and elegantly convinced a crowd of people of a new idea through carefully thought trough methodologies, based on the psychology of the mind.


One of these rhetorical models that you might have heard of is called the 4 Ps:


Position


Problem


Possibilities


Proposal


Most successful politicians are still today using this almost 2500-year-old model today. Let me give you an example.


Position


“During the last few years, an increasingly large portion of our students who graduate cannot find jobs and either spend a lot of time unemployed, or are forced to accept low paying jobs.”


Problem


“This creates big challenges for both our society as well as for the individual students. The skills and knowledge of these young talents are wasted and do not contribute to grow our economy. A large portion of them have large student debts that they cannot pay back”


Possibilities


"There are several ways to solve this. One way is to decrease the corporate taxes, allowing companies to hire more people. Another way could be to create government subsidized innovation centres, and to provide grants and favorable loans, so that many of these young talents can start new innovative companies."


Proposal


"As our party strongly believes in ________, we propose to________, in order to boost the economy and create a competitive country, which does not allow for any valuable resources to be wasted.


Do you recognise this? Have you heard the politicians in your country use similar phase order in their speeches?"


You might ask yourselves, - What on earth does this have to do with consultative selling?


I would claim that it has everything to do with selling. Maybe this particular format is more suitable for presentation forums like a podium, TED talk, or on the stage at a Sales conference.


The only real difference between this method and consultative selling is that this method is based on a monologue, while consultative selling has to be a dialogue. Another aspect of consultative selling is that we need to find out more about the needs of our customers in order to know which proposal to make and how to frame it. This means that we need to make a lot of questions to help us guide the conversation in the right direction.


This is why we need to convert this old method to new ones where we ask questions rather than making affirmations, but the thought process is the same no matter what the name of your chosen sales methodology is.


Can you see the similarities? It is all about psychology. It is about how we guide the thought process of our customers to clearly define their situation (position), define their challenges or pain (Problem), Evaluate the possible solutions to satisfy their need (Possibilities), and finally see the value in, and accept our suggested solutions (Proposals).


Obviously there are many steps and activities before, during and after, and depending on the complexity of the buying evaluation and decision, the preparation and implementation of the consultative sales can differ. Even the organisation of resources and how to approach the customers can differ.


I invite you to comment on this article.


Please contact me for further discussions if you have doubts about your sales process, the skill set or abilities of your sales staff / sales leadership, or need structure or tools to help you.


+1 647 241 6445 or George@asteriinternational.com


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