Learning, Unlearning and Relearning is a continuous exercise for development of a salesperson.
The 5A approach starts with the customers “Aspiration” and ends with the incremental “achievement” of the customer. We will conduct the “Assessment” through a structured Training and Need Analysis (TNA). Post TNA, the customer will acquire new knowledge and skills and “Apply” the same with a guarantee of incremental achievement.
The function of Sales is surely not about the ability to sell a refrigerator to an Eskimo! If someone is able to glibly talk his way into selling a comb to a bald person we will never say that the comb has been sold.
“Sales” is functions, which like other functions of management, follows a process. It is a matter of learning this process in letter and spirit. Learning sales is somewhat like learning swimming. You cannot learn swimming without going to water.
In a nutshell, there is a science behind the process of sales and there is an art which empowers a salesperson to skilfully deliver the science.
One needs to learn the science and art behind prospecting, sales pitching, need analysis, objection handling, lead generation, lead management, part closing, sales closing techniques, upselling and cross selling, reference selling, Gap analysis, probing techniques and sales MIS.
To add to these topics there are variants which will suit different forms of selling namely, Channel of Distribution, Key Account Management, Modern Retail Trade, Direct Selling and Industrial Selling.
There are other related topics like understanding consumer behaviour, product life cycle, product-price perception and positioning, delivering value, sales karmas and customer psychology.
Like any other profession a salesperson need to understand generic areas of management like effective communication , leadership, team work, time management , data mining, organising, problem solving, conflict resolution, presentation skills and so many more.