Sales is one of the least preferred areas of career specialization after an MBA. But sales is prevalent in life and in business. This article explains a popular method of getting better at sales and closing more deals.
When I talk to MBA students about sales as a career, a distasteful look fleets across their faces. For may getting into sales after doing an MBA from a top MBA college is unthinkable. I sympathize. The image of a sales person conning you into buying something you do not need comes to mind. I did hardcore sales for 2 years and then decided never to do it again. Lo and behold, for the last 10 odd years I have been spending an increasing proportion of my time selling. As I grow more senior in an organization, I am selling my organization’s products to customers, the organization’s prospects to shareholders and the organization’s values to current and prospective employees.
The reason selling seems distasteful is probably because I am dependent on the ‘buyer’ to make a decision and therefore I am in his power. Maybe this hurts my ego. Another reason could be that there is no set formula for success and we need to make a new effort and come up with a new tactic for each sale. This means we need to understand and adapt to each situation as it comes. There is no predictability and so a perceived loss of control.
Is convincing people not selling? Am I not spending my day in and outside office convincing and being convinced? How can I escape selling?
So let us get real. We sell all our life and sales is unpredictable. There is statistically a 50 percent chance of success or failure. If our success rate more that 50%, we are ahead of the curve.
Although there is no formula, I have adapted the old Xerox methodology for selling. This was called the SPANCO method.
In order to sell anything, including myself for a job, I can follow this method.
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