The Four Levels of Selling
Tom happened to be in the right place at the right time. He acquired the rights to sell a one-of-a-kind piece of equipment that would save oil producers millions of dollars. In just a matter of months, Tom became very wealthy. Tom had never had a lot of money, but was sure all his problems would be solved if he did. But Tom lost his family, started drinking and experimenting with cocaine, and sunk as deep into debt as he was depressed. Tom is trying to put his life back together now. He´ll tell you that sudden prosperity usually ruins those unprepared for it.
How can you know what level you should aspire to unless you have some idea where your career is now and might be headed? Are you really certain you could survive in the rarified atmosphere of success?
Selling has four levels. Each has its own focus of activity, qualifications, and special challenges. Selling is a developmental skill. You must master the skills at lower levels before you can move on to higher levels. Crawl, then walk, then run.
Level One Selling
Level One lays the foundation of basic social skills. The focus is on the salesperson´s ability to be with people and make a good presentation. Are you comfortable meeting people and building rapport with strangers? Do you know how to form a coherent thought and put it into a sentence? Do you know how to dress and act appropriately? Are you able to take some risks without becoming paralyzed with worry? Selling requires someone who is appropriately out-going.
Selling is impossible without the ability to make a presentation. Good salespeople don´t hesitate to find people to talk to.
Selling also involves energy management. You can´t master Level One selling if you struggle to get out of bed in the morning or find yourself yawning by midday. Every sales position requires physical stamina. Salespeople who drink too much, eat too much, carouse too much, or who don´t play enough, spend enough time in quality relationships with those they love are people whose lives are out of balance. Their productivity is likely to suffer in the long run.
Taking Your Career to the Next Level - To learn more about this author, visit John Brennan's Website.
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John Brennan
(Visit John's Website)
John Brennan Ed.D.
Dr. Brennan is President of Interpersonal
Development, LLC, a training and
development firm. Interpersonal
Development has provided sales training
and coaching to more than 3,000 sales reps
from over 100 companies.
A native of Australia, Dr. Brennan
received his doctorate from the University
of Rochester. His dissertation researched
the effectiveness of Behavioral Modeling
Technology in training people in
interpersonal skills. While he has spent
most of his career designing or delivering
training, he was also a Vice-President of
Sales of a training and development
franchise with operations in 25 markets.
Dr. Brennan has designed and delivered
sales training in North America, Asia,
Europe, Australia and the Middle East. He
has been a guest speaker at numerous
national and regional professional
conferences.
When Microsoft wanted Best Practices
articles on sales for their web site, they
called Dr. Brennan. The results are at office.microsoft.com/e
n-us/FX011387391033.aspx
His firm’s clients have included Volvo,
The Prudential, Merrill Lynch, Eastman
Kodak, Gannett, Equifax Europe, the
Economist Group and countless small
businesses.
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