Published by Niall Devitt, Btb Business Training
There has been a huge amount of recent debate about how the role of the professional seller is changing. Technology, the internet, social media etc. are and will have a significant impact in terms of how we sell (Sales 2.0). This does not mean however, that age old sale principles are now or are fast becoming redundant.
Let me remind you of the oldest of them all.
People buy from PEOPLE
At its very centre, selling is a relationship between two or more people. It shares all of the characteristics of any other human relationships you can mention, such as marriage, child-parent, parent-child, sibling, friendship etc.
Relationships require honestly, respect, trust, communication and commitment.
They will continue to remain healthy so long as both parties are benefiting, but sometimes they break down.
What has been the impact (evidence) of technology on our relationships?
Our technology has been evolving exponentially for longer than any one of us has been alive. Our parents have seen advancements, that they could not have dreamt possible when they were children.
However when we look at our relationships, there structures have remained far more intact. Their position has remained steadfast and any comparison with the past would show up very little difference.
Mastery of our relationships is by FAR our BIGGEST CHALLENGE.
This unmoving may even come at our cost, perhaps if our mastery of our relationships had evolved as quickly as technology, the current situation in the Middle East or others around the world may not now be happening.
The reality is however that mastery of the person-person relationships is infinitely more challenging than conquering any technology.
Salespeople are the professional RELATIONSHIP BUILDERS.
Salespeople are the professional wizards in human relationships; they nurture relationships every day and against the odds. They are special people with a very special set of talents. They will continue to be valued so long as mankind continues to value relationships.
Prophecies of DOOM
Some of the recent commentary as to evolution of sales has been factual, some has been speculation and some has been sensationalism (see my title). None of us can say with any level of certainty, what selling will look like in ten years.
To suggest however, and in whatever context that the principles of good selling will be redundant in not only foolish, it is dangerous. Yes of course they will change but not as fast or in a way that many may like to presume.
The truth is that selling is as simple or as complicated as any relationship.
This post is dedicated to my good friends Dave Brook, Jonathan Farrington, Dave Stein and of course Axel Schultze (aka Jesus Linkedin)
