Month: September 2016

A Career in Sales?

A career is sales is a career full of conflicting energy. It is a career that most people can’t endure because rejection and resistance coupled with a parent-inflicted warning that ‘strangers mean danger’ outweigh the positive attitude necessary to become a professional sales person.

Sales professionals focus on positive results and it is the success they receive that energizes their soul. The success they realize is not only financial. Pros view success as helping their clients solve their problems with solutions that are effective for their clients. They never succumb to the old adage that snake-oil selling sales managers often evoke: “Sell it to them whether they need it or not, just make the sale.”

The salesperson of the future must learn how to unlearn many of the maxims and old sales adages they might have been taught.  Slogans like “Always Be Closing” and asking ‘Why Am I Here” are remnants of days long gone.

Professional sales people are proud of the service they render to their customers. They feel that if they really understand the needs of their customers and find solution that help their customers, the financial reward with be realized over and over again because they know that satisfied customers will recommend their sales person to others.  They view collaboration as more important than closing because they know that if they truly collaborate, their clients will ask to get started when the client is ready.

So, if you are considering a sales career, determine if you can provide more positive energy that will endure during the inevitable rejection and resistance that you will receive. And, tell your parents that talking to strangers is fun.

Remember, selling has very little to do with winning. It has everything to do with helping.

______________________________________________________________________Harrison Harrison Greene is the founder of Unique Selling Systems and helps sales organizations prepare for The Future of Sales. He can be reached by email at harrison@uniquesellingsystems.com or by phone at 508-400-6193.

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Virtual Reality… In Sales

Quantum shifts are occurring in the selling profession today.  These shifts are not a harbinger of the future.  They are the future.  And it is happening — now.

One of the major shifts in the sales process is that 80% of the average sales representatives in a Business to Business sales environment will lose their jobs.

The average representatives who have a demonstrated skill in areas like customer service, appointment setting, validating warm inquires, entering information into the CRM, etc., will be retained to support Top Producing Sales People.  This will enable the Top Producers to spend more time actually working with prospects and clients, developing new business through relationship-based consultative skills, and establishing collaborative associations with their potential customers and clients.

As part of this collaboration, Top Producing Sales People will be able to immerse their prospects and clients in a complete understanding and feeling of the product or service they are recommending to them.

One of the tools that will significantly impact clients is Virtual Reality Presentations.

Imagine the impact on a client who is able to actually walk through the details of the product or service in which they are interested with the ability to immerse themselves into every aspect of the product or service.  Imagine how a client will feel when, instead of looking at yet another PowerPoint Presentation, they will be able to feel intimately familiar with the product or service they are considering.

Now, for the first time, sales training has taken on a new dimension.  Role playing (the most dreaded training activity) now becomes one that the trainee observes in detail, as if he or she was actually part of this sales interview and presentation.

Product knowledge training is now robust and fun to learn because VR enables representatives to immerse themselves into the product in an exciting and comprehensible way.

Virtual Reality is now enabling this to happen through VR devices like Oculus Rift, Samsung Gear VR, HTC Vive, Google Cardboard and many others.  VR is changing the landscape of sales and, while in its infancy, is helping forward-thinking sales organizations make the buying experience more collaborative, immersive, and exciting, energizing, and effective.

­­­­­­­­­­­­­­­­­­­­­­­Harrison Greene, is the founder of Unique Selling Systems and partners with companies offering cutting edge technology solutions that revolutionize the sales process. He has been intimately involved with all aspects of the selling process as a sales representative, sales manager, and as V.P of Sales.   For the last 20 years he has consulted with large and medium sized sales organizations throughout the United States.

He can be reached in Lake Nona, Florida at 508-400-6193

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