Change - A Gentle Reminder
CHANGE! What emotions does that word conjure up inside of you? Are you one of the millions of people that view change as the mortal enemy and avoid it at all costs? If so, you are probably not in sales and not reading this. Are you one of the people who do not like change but will adjust when forced to? Are you one of those few who embrace change and look forward to the challenges that all changes bring? Change is a part of everyday life and it is certainly a big part for those involved in the selling game.
A couple of weeks ago we discussed how a good salesperson will adjust his or her focus based on the season of the year. Today I would like to focus on some of the internal changes that can take place in the life of a salesperson and how vital it is that they be able to roll with those changes.
The most obvious example may well be the product that you are selling. Almost without exception, products change every year or at least every few years. Nothing is more important to a salesperson than knowledge of the product that they are selling. Therefore, your ability to change your approach to selling a given product is very important if you wish to continue selling that product successfully.
Another important thing to keep in mind and that is always changing is the wants and needs of your customer’s. Let us take a car salesperson as an example, and say they have sold numerous cars to George over the years. George has always bought a truck but all of the sudden George has gotten married and a family is not far off. It is obvious that George’s needs have changed. The salesperson’s ability to adjust to the changes in George’s wants and needs will dictate if they will be able to keep George as a repeat customer.
Some of the other changes that a salesperson must stay on top of include prices, warranties on products you are selling, technological trends and so many more. I am not here to bore you with everything that can change and effect how you perform your job but rather to emphasize the importance of being able to roll with those changes. Change takes place everyday. Do you run from it or embrace it?
FINAO – Brad Huisken, President – IAS TRAINING
