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Sales – Art or Science?
Is sales an art or is it a science? Or is it a combination of both?
The sales function of any organisation has been seen as a science. There is a structure and a process to follow. The sale is transactional and there is little chance, or need, for the sales person to develop a deep relationship with the customer.
Curiosity leads to Creativity
Where does this creativity come from? In the art of sales, it is the curiosity of the sales person that will generate the required creativity. They want to spend time getting to know a potential client, understanding their issues and their needs. Know what makes the prospect tick and their values and drivers. And understanding their business and personal aims.
If the science of sales is about transactions and just doing deals, the art of sales is about behaviour and how it impacts the effectiveness of a sales person; it is about long term relationships. Traditional sales courses focus on the science of selling – how to make cold calls or how to write a proposal. Courses emphasize processes and measurement, and the replication of ‘best practice’ skills.
Effective sales training is now about the art of sales, by helping sales people to change their behaviour to have a better impact in their jobs.
Science of Sales Seminar One - Introduction
Science of Sales Seminar Two - The Science of Trust
Science of Sales Seminar Three - The Secrets of the Buying Brain
Science of Sales Seminar Four - The Ultimate Customer-Engagement Model
Science of Sales Seminar Five - Conclusion