What is salesmanship, anyway? Let me explain.
The term "sales force" is often heard, but due to its ambiguity, many salespeople don't understand it properly. Salesmanship is the ability to increase numbers. To put it more concretely, it is the ability to increase sales, orders, and appointments. This sales ability is not something that can be developed just because one ability is excellent. https://slimtime.co.jp/ requires the overall strength of various abilities.
However, there are four abilities that are particularly important among them. Let's learn about them in this article.
Four elements that define sales force
There are four forces that are necessary to strengthen your sales force.
Ability to factor
Cause and problem solving ability
Ability to build measures
If you strengthen these four capabilities, you will be able to improve your sales flow and solve customer issues at a higher level. Let's consider one by one, "What exactly does it mean?" and "How does it apply to sales flow improvement?
Sales force 1) Ability to factorize
This is the ability to analyze and think about the factors that explain why the problem is occurring and why the numbers are appearing as results.
If we apply this to improving the sales flow, it means to break down the elements into "rapport," "interview," "presentation," and "closing" in order to solve problems such as proposals not sticking or orders not being received.
It means to break down the elements into "rapport," "interview," "presentation," and "closing. It can be applied to solving various problems other than sales, where you have to make a habit of breaking things down on a daily basis.
Sales ability 2) Ability to find causes and issues
This is the ability to find out what really needs to be solved from among the elements analyzed.
If we think about this in terms of improving the sales flow, it means finding out where the cause lies in the "rapport," "interview," "presentation," and "closing" that were broken down into elements earlier. It may be even easier to understand if you try using a logic tree.
Sales skills (3) Ability to build measures
This refers to the ability to build effective measures to solve problems.
Let's apply it to sales flow improvement again. Let's say that the cause analysis revealed that "hearing" is an item that needs to be solved. Deciding on the specific actions to be taken to solve this issue is called building measures.
Sales power (4) Execution power
This refers to the ability to execute the measures without fail. If you think of it in terms of the sales flow, it means executing the actions you have decided on. Your supervisor will probably tell you to just do it, but what is really important is how you think and what you do.
The way of thinking that is necessary to strengthen your sales force is
Decompose the elements → discover the problem → think of a way to solve the problem → implement it
Think logically in this way, rather than just somewhat. The steps are very simple, aren't they? However, it definitely makes a big difference whether you do this or not.
Thinking logically makes sales even easier.
I mentioned earlier that it is important to think logically in order to strengthen your sales ability, but once you learn this way of thinking, you will be able to reproduce the results more easily. When you learn this way of thinking, you will be able to reproduce the results more easily. This is because if you repeat the steps of "decompose the elements, discover the problem, think of a way to solve the problem, and then implement it," you will come up with a set pattern. This makes it easier to reproduce.
If you are reading this article, you may be worried about "orders and sales" rather than "reproducibility. However, if you can build your own "results-oriented" sales techniques and know-how, you will be able to produce stable results in the future. Please try to follow these four steps in your sales process, not only for yourself now, but also for your future and future self!
Related Business Blogs