In world history there has never been a time where the stakes for sales have ever been as high as our era. The merciless fight for cultural and commercial significance for us to pay attention to something is excessive, just think of all the ways you are marketed for your attention each day. If there ever was a time that Sales and the sales process mattered, that time is now.
Salespeople are the catalyst for business. Sales is the link from manufactured products through the supply chain process to the end consumer. Let’s look at the word catalyst. The Cambridge Dictionary defines it this way: “a catalyst is a substance that causes or speeds a chemical reaction without itself being changed” and also defines it this way, “a condition, event, or person that is the cause of an important change.” The Collins English Dictionary defines catalyst as “a person or thing acting as the stimulus in bringing about or hastening a result.” Without a sales and marketing process, most products would not find their way to the suitable willing buyers. Salespeople truly are the catalyst to trade results in the economics of the marketplace! Sales creates the commercial chemical reaction needed in business. Consequently sales activity is noble and essential.
For more than 25 years I have been on a course of discovering why sales matters to organizations and to the individuals making the purchases who make up those sales results. Here is the root element for success to both the seller and the buyer: “the Seller matched a product to the Buyer’s needs or desires.”
A salesperson has to provide an appropriate product at the right value for a buyer to agree – this is sales at its foundation.
Ultimately for a salesperson to be successful especially long-term with the same clients, a product or service needs to be specifically matched to a client at an advantageous value.
In some ways the sales process is simpler than it has ever been partly because it has been defined and studied. Doing the basics of sales skills consistently with clients will earn a solid ratio of sales results. An issue for many organizations is that they aren’t doing the sales basics well consistently which often leads to lackluster sales.
In another manner of looking at commercial business the sales process is harder and more complex than it has ever been. There are more competitors than ever especially with Omni-channel strategies. Choices abound for the buyer; it is a buyer’s marketplace which puts extreme pressure on businesses to meet their high expectations. Heightened industry knowledge is necessary. The level of knowledge it takes for a salesperson be an expert on various products is formidable. There are more pieces of the puzzle to get consistently right to earn the sale. It takes an organization and individuals more than just getting the basics right to be truly successful. This is where next-level salesmanship starts.
The truth is that selling proficiently is hard. The profession of selling is important reputable work. And salesmanship is necessary to buyers and sellers. When the sales process works perfectly buyers and sellers both win. The goal is to create a business sales engine that continually meets and exceeds clients’ expectations.
Sales matters to both buyers and sellers!
There would be no economic engine, no commerical chemical reaction, without sales. Additionally buyers would not be best satisfied with an optimal purchase without salesmanship.
I can’t wait to get into many sales subjects! The purpose of this site is to help people to new heights. My mission here is to help people understand the sales process and to assist people to make more sales successfully.
Here’s to Happy Selling!
Ian Cross
Cross Sales Expertise
Ian Cross is a sales consultant, expert, leader, and coach. Using his experience as a retail sales manager, field sales representative, and sales director, Ian seeks to help people and organizations grow in the way they serve clients. Having spent time as a retailer and in the supply chain in the specialty sporting goods industry, Ian has unique insights and strategies to help businesses grow. He has served businesses in the operations, sales, marketing, product, and branding departments. Ian is versed in Good to Great, Rockefeller Management, and SMART Goals business strategies. He’s also a community volunteer, coach, trainer, cyclist, and marathoner. Ian is looking for new opportunities with a first-class organization. Get in touch with him at ian.cross.usa@gmail.com or connect on LinkedIn.
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