Strategic Selling Essay Example

The book "The New Strategic Selling" will help you to become a better salesperson in today's business world of complex sales. This is so because it is targeted toward salespeople who are involved in negotiating complex sales. The authors define complex sales as one which people must give their approval before the sale can occur. Thus, the book emphasizes sales to buying centers and provides a specific strategy to analyze each player in the selling situation. It is impractical to imply that any person involved in selling could benefit from the sales because there are several challenges that salesperson encounters in the market. In order to get maximum benefit from sales, it is vital to understand its particular significance to your current sales environment. This is so because the sales environment is characterized by virtually constant change, which determines the stability of the company in the industry. Therefore, the paper focuses on how one can become a potential salesperson in todays business world of complex sales.
The book provides techniques which salesperson is expected to encounter with a prospect customer. They include the time-honored tools of the trade such as questioning techniques, overcoming objectives, presentation skills and trial closes among others. These techniques will help you to understand your buyer before the sales call even starts. Since you are expected to use the sale these techniques during your sales presentation, you should apply reasonable selling strategy before these tactics. Selling strategy is extremely vital because it helps managers and sales trainers to cope with buyer’s influences on the sales. Similarly, this will help you to succeed in sales because you know what your buyer wants.
It is also vital to admit your sales profession is a profession. For instance, the old, unfortunate traits of the salesperson as a mere charmer still command a good deal of credibility even among your fellow salesperson. It is good to think of the phrases that arises when you think of selling. A good salesperson requires a personality that makes you a good sales person and has skills to relate with the retailers. This will help in the planning system of selling strategies that are visible and rational. No one can make it big in the complex sales of the future if he or she relies on the old strategies. Therefore, you can succeed in the future if you decide to think like, act like and most importantly consider yourself professional. Acting like professional will help you to have a special brand of persistence on the selling tactics.
The book will inspire you on focusing on success and not failure. In order to avoid failure, you are expected to focus on sales training programs. This helps in emphasizing on the lists of things that can result in failure and holding people who brings the failure responsible. Similarly, it gives guidelines on how to deal with increasing complexity in sales. This can happen when your customer contact activities put you at ground zero in dealing with rapid changes and persistent pressure to perform at increasingly higher levels. You will have the ability to handle increasing customer expectations, demands by focusing on the sales force flexibility. Therefore, in the changing customer expectation, you will be adequately empowered and equipped to react to shifting customer expectations.
The book discusses how collaboration in both internal and external is increasingly vital for sales organizations and dealing with sales complexity. Therefore, within the company, it is vital for sales to work more cooperatively with marketing and other functional units in order to manage the complex sale. This will ensure there is the close relationship between sales and other units as well as being independent of these units. Thus, you will have skills to initiate, develop and enhance the customer relationships despite their diversity. Similarly, the collaboration helps in resolving conflict between salesperson and retailers in order to meet customer expectations. This will require you to integrate programs that promote interfunctional cooperation and communication. As a salesperson, you are in a position to enhance interdepartmental cooperation by orchestrating organizational resources to meet customer expectations. Thus, you can encourage collaboration via teamwork selling and creating a good relationship between sales managers and salespeople.
In order to deal with sales complex, it is vital to engage in customer-oriented selling and enduring customer relations. This will expect you to spend extra time training in recovering from service failures and conflict resolution. The authors argue that in the presence of failure analysis, the sales person is the guarantee of sales increase. This is so because complex sale is extremely vital in today’s trade and industrial selling environment. The conflict should be resolved because the complex sale ensures a number of people are in a position to give their approval before making the purchasing decision.
In a recap, the book is a delightful and easy to comprehend. It has a refreshing selling strategy to the wonderful world of complex sales. The authors have shared their skills and strategies in a most positive and interesting manner, which helps one to become a successful salesperson in the todays world of complex sales.