It sounds strange, however I come
across with many young bankers who says I don’t want to do Sales. Some says, Sales
is difficult or other way; I have got expertise in something else and don’t
want to do Sales. Some also say that they were misguided by HR, they were told
its Relationship Manager title but they are doing Sales. Also heard from some young
colleagues saying “they joined in bank for operations role, however they were
asked to do sales”.
To give you more clarity on sales, everyone is doing sales
daily, even though they are not in the so called Sales Manager/Officer
designation.
Definition of Salesperson as given by Robert Steenson.
“Anyone who sells a product, service or an idea is a salesperson”
Selling is nothing but the transfer of enthusiasm from the
seller to the buyer.
These all are called Sales
·
- A candidate at a job interview. The candidate is selling his candidature and the interviewer is selling his company.
- · A boy and a girl proposing to get married.
- · A politician making speeches to get votes.
- · A lawyer arguing his client’s case in court.
In an interview I had attended at
Kotak in 2006 in Bangalore, the moment I entered the cabin and sat. HR and the
Business Team Person asked me “Please sell yourself”. First I was confused what
the interviewer is asking for sell then, realized that I was asked to sell myself for
the job at Kotak.
My 4 years brat/son had to sell
himself in English language in front of the “highly qualified poorly experienced
MBA type” teachers and Admin councils to get admission into a School in the
name of so called “Admission Test/Interview”.
What Prime Minister Narendra Modi
is doing by travelling foreign countries. He is also selling “Make in India”
concept.
Look at any Annual General
Meetings of Shareholders of a company. You will find the MD/Chairman selling
some or other idea to shareholders, it may be expansion, raising capital,
merger, acquisition etc. for the company.
Why I referring the above is, if
you have already joined the bank, then you are already a good salesperson,
because you could sell yourself. In our daily life we have been doing every
moment sales without consciously aware that it is sales.
If you have these 5C in you, you can be the best Salesperson.
Commitment
Clarity
Character
Competence
Consistency
Those who says Sales needs Highfunda
English, extrovert personality, cleverness, tactics etc , is completely a wrong
understanding. Those who say you need to be clever and use tactics to sell is completely
wrong. Sales needs to be on the principals of Integrity, Respect and
Responsibility.
Sales depends more upon the attitude of the sales
professional than that of the prospect.
Selling is 90% conviction and 10% communication of the
conviction.
People buy more from the heart rather than the head.
One should keep in mind that even the best salesperson in
the world cannot sell to 100% of his prospects and the worst salesperson may
possibly sell to one by default.
Doing Sales can bring a dramatic change in your personality.
Have mentioned some here :-
Sales Makes you believe in yourself
Sales teaches you patience:
Sales makes you meet likeminded people:
Sales teaches you how to read people
Sales teaches you the business model of the industry
Sales helps you sell yourself
Do you still think you can’t sell???
I will write more details on the above with illustrations in
my next blog, till then think about it……..
# Courtesy: You Can Sell Book by Shiv Khera and Blogs of my
Mentors
