the truth about sales

Hi Pearls,


When I tell people that I work in the sales department I always have to handle different prejudices. From my perspective sales is one of the most challenging and interesting business areas you can work for. So I decided to introduce 4 common cliches & describe what I think is right or wrong.


Cliché 1: A Sales Manager works today like 20 years ago. It's just about selling!


There is a HUGE difference if you sell products to consumers or companies. In my case I work in sales for Business-to-Business within the IT industry & that means that I need consultative selling to inspire companies. Consultative selling is all about the dialogue between the sales person and the customer. The word dialogue comes from the Greek and means “to learn.” In consultative selling, the sales person learns about customer needs before talking about products (one of the big differences in the B-to-B environment). Product knowledge is still important, but the better way is to transform it into a tailored solution when the solution is delivered and positioned based on the customer’s needs and language. With consultative selling, the customer’s needs comes first. Needs are identified through a combination of research and effective exploratory and drilling-down into customer answers. Consultative selling took product selling and replaced it with the strong but flexible power that is custom fit to the customer’s needs.


Cliché 2: The job is hard & you can’t work in Sales over a long period of time


This Cliché is related to the company you work for. From my experience it’s true that you need to handle different things on one time: You need to be ambitious, you need the drive to exceed targets and you should handle pressure by the company and also the clients. It’s sometimes stressful, but if you are a structured person with a passion to work with and for clients; it’s the right choice. And btw the job opportunities in the sales environment are great, very good paid and it’s never boring. I can’t imagine not to work in sales or a sales related position anymore.


Cliché 3: Commissions are to blame for the negative image of sales and should be abolished


I appreciate the discussion about commissions. It’s like something that belongs to sales like the milk in my daily soy latte. I can’t say that the cliché is completely wrong, even when I support the idea of commissions. Last week I had an inspiring interview with a company who don’t pay commissions to their sales associates. Their vision is that (sales) people, who are passionate about their job & have the right work-life balance are motivated by themselves, without earning more by closing deals. I can’t rate how successful this vision works, but maybe this could effect a big change within sales & I’m curious to learn more about.


Cliché 4: There is no product that a sales expert can’t sell


There are people who have the sales talent in their gene & they are amazing sales associates. But there are also a lot of people who are very successful in sales and started only with their knowledge & passion. The truth is even a sales expert can’t sell everything. It’s very important that you see & believe in the benefits of the products and solutions you sell.


I hope you now have a better understanding, what sales means today & that you need a lot of hard- and soft skills to be successful while working with clients. I can't wait to hear your opinions. What do you think?






Write a comment

Comments: 10
  • #1

    Spencer Mclane (Thursday, 02 February 2017 11:52)

    As the admin of this web site is working, no doubt very shortly it will be well-known, due to its feature contents.

  • #2

    Rosio Walworth (Thursday, 02 February 2017 19:04)

    An impressive share! I've just forwarded this onto a friend who was conducting a little homework on this. And he in fact bought me dinner simply because I stumbled upon it for him... lol. So let me reword this.... Thank YOU for the meal!! But yeah, thanx for spending time to discuss this matter here on your internet site.

  • #3

    Quiana Stuhr (Friday, 03 February 2017 18:06)

    My family all the time say that I am wasting my time here at web, but I know I am getting experience daily by reading such nice content.

  • #4

    Georgetta Lipsey (Saturday, 04 February 2017 04:41)

    I used to be suggested this blog through my cousin. I am now not positive whether or not this post is written by way of him as nobody else recognize such particular approximately my trouble. You are amazing! Thank you!

  • #5

    Bart Hollins (Monday, 06 February 2017 04:57)

    Hi there would you mind stating which blog platform you're using? I'm planning to start my own blog soon but I'm having a difficult time choosing between BlogEngine/Wordpress/B2evolution and Drupal. The reason I ask is because your design seems different then most blogs and I'm looking for something unique. P.S Sorry for getting off-topic but I had to ask!

  • #6

    Kisha Schwein (Monday, 06 February 2017 07:50)

    My brother recommended I might like this web site. He was once totally right. This post truly made my day. You cann't imagine simply how so much time I had spent for this information! Thank you!

  • #7

    Makeda Foret (Tuesday, 07 February 2017 00:49)

    I believe this is one of the so much significant info for me. And i'm satisfied studying your article. However wanna remark on few general things, The web site style is ideal, the articles is in reality excellent : D. Excellent job, cheers

  • #8

    Lindsy Isreal (Tuesday, 07 February 2017 15:42)

    Hurrah, that's what I was searching for, what a information! existing here at this webpage, thanks admin of this site.

  • #9

    Bart Hollins (Wednesday, 08 February 2017 12:50)

    After looking into a number of the articles on your web site, I really like your way of writing a blog. I bookmarked it to my bookmark website list and will be checking back in the near future. Take a look at my website as well and let me know what you think.

  • #10

    Kendal Cuthbert (Thursday, 09 February 2017 05:00)

    Pretty portion of content. I simply stumbled upon your site and in accession capital to assert that I acquire in fact loved account your weblog posts. Any way I'll be subscribing in your feeds or even I fulfillment you get entry to consistently quickly.