Sales Masterclass is a series of posts relating to the science, and sometimes the art, of selling.
There’s no shortage of books around claiming to turn novice’s into sales professionals. There’s also no shortage of trainers and courses offering to do the same thing
The author was lucky enough to work, at one point, for a company that believed in training sales people. Not just in sales tactics but also psychology and communication. He was also lucky enough to work in the computer business when making a sale resulted in big numbers, for everybody. Finally he was lucky enough to work with great sales people who were generous to share their experiences and philosophies.
The posts in this category are his contribution to all those people who need to sell to make a living, but haven’t has the benefit of that experience.
Like all the most interesting things in life, selling is often counter intuitive. What seems to be right is usually wrong, and what seems to be wrong is usually right.
These posts can seem to suggest sales people should be aggressive, but that’s a mis-interpretation. The top performing sales professionals are just like CEO’s. Business is business. Either there’s a deal or there isn’t. The sales professional is ultimately responsible for turning the investment in cost of sale into revenue and margin. Keeping that perspective in mind is class 1.01 of the sales masterclass
Like all authors this one wishes to recognize, and thank, everybody who’s been kind enough to review the work and suggest improvements. Particular mention goes to Jackie, Jaska and Ivan.
He also hopes readers interpret the posts to suit their own circumstances, and use that knowledge to develop their own version of sales masterclass.
Ultimately there is only one measure of a successful sale – when the customer picks up the tab for lunch.
