| The first thing to learn is that sales is a very wide of range of activities that require different skill sets and aptitudes. Selling an EMR to a hospital, selling pharmaceuticals to a doctor, sell used cars, selling insurance at circuit city, or selling customer software development are all sales jobs but put someone who is successful at one into another job and very likely they would struggle. Even selling software is very different. Some important attributes to consider are "who you are selling to?"
Selling to Walmart is very different from selling to Joe who runs his own plumbing company. They make decisions differently, what they care about is different, how many people you need to convince to make a sale is different. "how much does what you sell cost?"
This will determine what sales strategies are viable. If you are selling something that is $100 sales is closer to "marketing will tell you to give me a call" vs selling something that's $100,000 will allow you to pursue more hands on strategies. "why would someone buy your product?"
The big reasons people buy things are to drive up revenue, drive down cost, or reduce risk. How and who you sell these things to differs. |