Articles » Back to Basics Selling
The plethora of resources, devoted to selling skills, in the training industry alone, could fill every empty warehouse in America. There is Consultative Selling, Fear Selling, Spin Selling, Power Selling, Selling Squared, Selling Cubed, selling, selling, selling, selling. In the quest to build profitability and market share, it is easy to forget that learning to be a productive salesperson is a process. And like any process, you have to crawl before you walk.
The fanciest selling technique is only as good as the individual who implements it. As technology and training around selling skills evolves, it is easy for the basic premise of selling to get lost in the evolution. Consummate salespeople with consistently good records, overwhelmingly attribute their success to one factor. They understand the customer and are attentive to the customer’s needs. In other words, they show the customer they care.
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