How to sell: There is some great information when it comes to sales and learning how to increase sales and there is plenty of horrible information.
Depending on who you have learned your persuasive selling skills and techniques may make all of the difference for you over time and who your sales manager is can destroy all of your selling talent in a way you may not have thought of.
Sales managers or business owners have a goal and that is to get the most product sold with the least amount of issues from the buyers or the clients. This focus on volume can take sales people to the edge of extremes that they may not be able to recover from.
It is one thing to learn how to sell it’s another thing to learn how not to sell and there is a fine line in between.
What is just as important while making the sale is what you do after the sale once you get your paycheck.
One of the most destructive things that a sales manager can do for a salesperson may come from something that you would not imagine and that is to keep buying things so that a salesperson has to keep up a certain volume to pay for the debt that he or she has acquired. These things can be in many forms:
- · Houses
- · Rental properties
- · Cars / motorcycles / boats
- · Jewelry
- · Clothing
- · Sporting packages
- · Vacations
- · Stocks with borrowed money
- · Gifts
This list of items can go on forever depending on what you like to spend your money on. There are some mangers out there that are taught to train sales people to make these types of purchases so that they have to keep making sales to pay for all of the toys.
The drawback is that there are quite a few problems that will either lead to sales failure and or ultimately sales rejection.
If a salesperson has more bills than they can afford or are just on the edge of paying for everything that they have there is a certain level of stress involved in their everyday life. Now there are some salespeople who can cope with the stress but for the most part there are plenty of sales people who get in way over their heads and eventually burn out with a stack of debt that they cant pay.
The reactions to having more bills than salespeople can afford can take the struggling salesperson through many different places:
- · Drugs of all sorts
- · Heavy drinking
- · Gambling
- · Affairs
- · Borrowing money from alternative sources that can eventually turn to violence
- · Anger
- · Depression
For salespeople who know how to sell or have been in the field for a while they have seen the issues that spending money can cause. It is important to set your limits and be careful with who you take advice from when it comes to some of the purchases that would be presented from someone who benefits from your sales.
Pinpoint when you are getting good advice or when you have a sales manager pushing you to buy more products to keep you selling more of their goods. In many instances sales people will stop selling when they feel like they have made enough money for the week or the month.
In all this is just a friendly reminder that not all people have the best interests in mind for you even sometimes your boss or manager. Sometimes the sales wave is great and it feels like you cant get off of it but eventually it will come crashing down and it may take you out with it.
If you have just gotten into sales or you are now at a position where your sales are becoming more consistent this is a dangerous trap to avoid.
As always I would like to thank you for your comments and or questions.
Now go implement!
Scott Sylvan Bell
Photo credits:Businessman With Headache by Ambro, Hand Shaking Business People by Ambro