 |
 |
|---|
|
                 |
|
Carshaw's focus on selling is directed towards business-to-business trading rather than selling to the general public. We have found that in this marketplace there is now a crucial emphasis on communicating certain key leadership characteristics of the seller. Traditional selling techniques, by contrast, are given a low importance rating by people in industry and commerce according to recent research. A summary of this research was published in the July 1999 issue of 'The Achievement Report', with the title "The Importance of Leadership Skills in Modern Sales Effectiveness". Copies are available on request. It is also available in text form on this web site in Sample Questionnaires.
When the decision-makers in industry and commerce need to make an important or sizeable purchase, they actively look for certain key characteristics in the people from whom they wish to buy. These key characteristics include:
* Honesty and credibilityIs this an isolated finding? Absolutely not! A prominent UK sales recruitment specialist was recently quoted in the national press as saying, "Companies these days are looking for people with the qualities of character and initiative to succeed in a sales environment, rather than people with traditional sales training or sales experience." Among those personal characteristics they list:
* Integrity & trustworthiness
* Good communicators/listen well
* Consider me(customer)/my business important
* Good product/company knowledge
* Enthusiasm/energy
* Being always dependableIt is no coincidence that the list is remarkably similar.
* Be an active listener
* Knowing and believing in your product
* Show you have drive and energy
* Thinking positively
Carshaw sales training and coaching workshops are always customised for clients and deal with "live" situations where possible. There is precious little input of theory and participants learn mostly by doing. Not only that, but where all the participants are from the same organisation, these workshops can be used to raise the standard of performance for everyone there. The training is based upon sound sales and marketing experience in the business-to-business arena (still Carshaw's current marketplace) coupled with the latest understanding of buyer behaviour and modern professional sales methods. One feature of this training is the remarkably effective "SHINES" structured questioning technique.
While the selling process itself can be so important, it is also crucial to recognise that many business people in the UK are turned off by overt salesmanship. They do not like the feeling of "being sold to". Yet they still have needs, wants, desires and expectations that need to be fulfilled while still needing to feel in control of the situation. We excel at helping people to handle this kind of situation.
In understanding the buying processes that occur in the minds of purchasers, it is important to recognise how irrational, rational and emotional thinking play a part in making the final decision. Also, our training concentrates upon those vital first few minutes in face-to-face selling where most sales are made or lost.
Also, in the overall selling process, we can influence others in lots of small ways, particularly in the ways that we think, behave and communicate wit others. Click [ HERE ] to download your free sample of "102 Ideas for Greater Personal Effectiveness", which will give you many ways to influence others without resorting to the use of power or authority. Naturally this will help anyone who has to deal with other people and can make a big difference in sales effectiveness too.
Page Index
Carshaw Management & Quality Ltd 4 Hutchinson Close, Rugeley, Staffs WS15 2RG
England
Tel: 0044 (0)1889 584147 - Fax: 0044 (0)1889 585416
Top of Page 
This Page address: http://www.ldb.co.uk/carshaw/carshaw4.htm
Published by: Lichfield Web Design
