Boost Sales

The other role that the professional salesperson has always played is that of an advisor, or a broker of expertise. Helping a customer to understand complex applications of new products, new technology, new business service models, cannot be easily communicated thr

With the dot.com revolution crushing once solid metier models on an scarcely daily basis, the question surely crosses one's mind "am I next?".

Selling is one of the oldest professions on the planet. We get paid to have fun doing what others find difficult, confusing, or just plain hard. Everyday someone's life is existent made easier by new a technological innovation. And everyday ancillary participation figures out how to sell its product directly to its customer's through a web browser. It's tempting for our minds to see this pace of innovation, and wonder if professional salespeople will be innovated out of their jobs. I riposte that the canticle to this lies within each individual salesperson. seeing the chime to this question is both a derisive Yes and secure No.

The rouse is and has unendingly come from new innovations. You will be challenged by more, new, and greater innovations close at you and your customers everyday, every hour, and every minute. What was good enough to get you where you are today, is no longer enough to keep you there. There are things that you can be very secure in knowing. One thing is that everything is changing. Master that, and you have secured the future.

A salesperson serves two masters - the customer and the producer. Once we get that things will cosmically be variegated as a constant in our lives, it is easy to see the constant need for professional salespeople. Our role in serving our dual masters is simple - create more value for them than can be provided through a web browser. And we will rightly get paid handsomely when we add significant value.

A salesperson has perennially played two primary roles that add tremendous value. One is convenience. Convenience for the customer is helping the customer get her exact needs met when she wants them. Taking all of the potential ways, ideas, options, components, products, services, or properties that could meet her needs, and showing her which ones will now. Convenience for the parlour is getting the 8, 27, or 335 customers that she needs that year to grow the speciality and make a profit for the owners and shareholders. If the owners were to wait for the phone to ring without a salesperson, the workplace would be out of dedication in a flash.

The other role that the professional salesperson has steadfastly played is that of an advisor, or a interceder of expertise. Helping a customer to understand complex applications of new products, new technology, new mercantile service models, cannot be easily communicated through text, pictures, audio, or video. It is rightly a relationship grounded in face-to-face human dialogue and interaction. It is a give and take of the needs and desires of the customer and the capabilities and products of the producer.

What we do then is provide value to our customers and producers by providing convenience and expertise. As long as there are complex products that is dreamed up by bright-minded innovators, and human beings with needs whom make purchasing decisions, there will be professional salespeople.

So who's most at risk? Industries for which the information hard by a product is relatively known and stable have progressively seen the need for the professional salesperson disappear. Today you go buy your groceries at a large supermarket, or maybe you have them delivered by WebVan. Years ago you would have gone to a market or in the center of town and haggled over the price of a few eggs or chickens with owner selling them. Now many producers of products and services with a stable knowledge components are going delivering that knowledge directly to the buyer, and bypassing the salesperson. Car is a prime example. People have despised the process of buy cars for years. The whole aggrandize the car salesman in our society has created a image that the professional salesperson has had to bear in all his social dealings with others. The major car companies are or ever planning on new role models where you shop for your car on the web, pick colors, features, and negotiate a price and financing. The dealership of the tomorrow is simply a place for taking a test drive and later picking up the completed custom custom-built vehicle. If your occupation has a stable knowledge component, it will go directly to the customer. The only question is, how soon?

Constant next best thing is a major source of security for us then. If we master change, we are in a position to offer tremendous value to people. There will usually be new ideas, new products, and new services. When ideas, products, and services are new, they are often raw or seemingly complex by their very nature. In this environment the professional salesperson can be a real hero.

What random face-to-face sales calls? Will broadband Internet capabilities eliminate the need to visit our customers or for our customers to visit us in person? Have you noticed that a dog knows when you are scared of him? If you act scared, a clang dog will arise more bearish towards you. If you act unfazed and unafraid of that bark dog he will most often try to intimidate you from a safe distance. 55% of all tie-up comes through in our physiology. How we breathe, gesture, sit, stand, move, twitch, and flinch all serves to give out with to added person, or even an animal. 37% of our channel is in the tonality of our voice. How fast or slow you speak, the pitch of your voice, the volume….. You may notice that you can read this sentence clearly as a statement or as a question, can't you. And the tonality is different in either case, imparting a very understandable meaning to whom you are speaking with. The words that we see fit to voice with, represent only 7% of all communication. Only 7%. This is why many people have a difficult time with the traditional academic based teaching style of the American school system. With 93% of human unification oncoming through nonverbal forms, can broadband eliminate the need for in-person meetings? (look at all of the dot.com entrepreneurs congregating forward US 101 in Silicon Valley)

When we succeed in recreating the fine sensory heedfulness of human sight, hearing, feeling, smell, and taste, then we will no longer need to go anywhere to meet anyone. We will be able to stay plugged into in our little pods, providing resources for the machines to feed off of, like Keanu Reeves in the Matrix. Until that day humans have a high need to use their full sensory awareness, receiving and questioning 90%+ of their thoughts and emotions through nonverbal means.

We still have sales calls to make, and we still have customers who want us to make them. Just as the telephone made the job of selling easier, so will the Internet for those who learn how master it, and not let it master them.

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