(Read “Part 1 of 2 : Sales has an image problem” first!)

Today’s sales professional should be proud to be an important, highly-skilled value creator.

Sales’ current PR problem stems from stereotypes that were formed before “consultative” sales methods were introduced when, on the whole, sales really was a predatory, combatitive, money grabbing, win/lose affair.

Sales professionals as value creators


Things have changed today. Thorough buying processes and wary, savvy buyers have (thankfully) rendered yesteryear’s sales techniques near enough useless. Consultative sales methodologies like Solution Selling, SPIN Selling, Strategic Selling, Conceptual Selling and PSS teach sales professionals to add value by helping buyers understand the implications of both the problem and potential solutions.

Sales people create huge amounts of value for the organisations and the economy as a whole. Their performance is transparent so they rarely become a drain on the organisations.

All this contribution is made in the face of significant challenges – tough cold-calling, long hours preparing proposals, being grilled by prospects and having the courage to step outside of one’s comfort zone on a daily basis. Not only do sales people contribute significant value, they are also among the toughest, strongest-minded and most focused people in the modern company.

Sales skills

Sales professionals are required to display a huge swathe of skills, often in a board level environment – non-verbal communication, problem-solving, communication, territory management, presenting, conflict resolution, even financial and risk analysis. The truth is – it’s hard – really hard, and not many people can do it well (but the rewards – monetarily or in plain frontline excitement – can be high)

Sales really is an exciting, highly skilled and important job that is not only at the leading edge of business, but also the economy. Next time someone asks you what you do, be proud to tell them you are a sales person. I know I am.

Tags: Conceptual Selling, PSS, sales profession, solution selling, SPIN Selling, Strategic Selling

This entry was posted on Monday, July 2nd, 2007 at 10:16 am and is filed under sales profession. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.