Menu
Home
Log in / Register
 
Home arrow Marketing arrow Value-ology: Aligning sales and marketing to shape and deliver profitable customer value propositions
Source

Your Personal Value

It’s true that we sort of ‘know’ when we are in the presence of a capable professional. We recognise in an instant if someone is talking bull and baloney or if they are worth spending time listening to. When we meet a good salesperson we often talk of their personal charm, charisma and persuasiveness. It’s common for people to say (usually as a backhanded compliment) that good salespeople have a mysterious ability to charm the birds off the trees, sell snow to an Inuit or even sell sawdust to a sawmill.

Many sales training companies handshake this view of the ubiquitous qualities of the salesperson by quoting famed author Robert Louis Stevenson, who in one of his less well-known books written in 1982, titled Across the Plains with other Memories and Essays, observed that ‘everyone lives by selling something’. Stevenson noticed that in any form of social interaction people try to convince others of their personal worth as well as the value of the goods and services they supply. The view that selling is an essential aspect of all human activity is also emphasised in Daniel Pink’s 2014 bestseller To Sell Is Human, where on page 19 he observes:

Physicians sell patients on remedy. Lawyers sell juries on a verdict. Teachers sell

students on the value of paying attention in class. Entrepreneurs woo funders,

writers sweet talk producers, coaches cajole players.

Many of us find it difficult to say exactly what it is that effective sales professionals do well. These things are intangible and difficult to measure. There has, of course, been a lot of formal academic research into trying to find the answer. This research tends to fall into two main types: research that examines sales management and the buying process or research into the traits and techniques of the effective sales professional.

 
Source
Found a mistake? Please highlight the word and press Shift + Enter  
< Prev   CONTENTS   Next >
 
Subjects
Accounting
Business & Finance
Communication
Computer Science
Economics
Education
Engineering
Environment
Geography
Health
History
Language & Literature
Law
Management
Marketing
Mathematics
Political science
Philosophy
Psychology
Religion
Sociology
Travel