{"id":3496,"date":"2019-01-21T10:47:48","date_gmt":"2019-01-21T10:47:48","guid":{"rendered":"https:\/\/www.stl-training.co.uk\/b\/?p=3496"},"modified":"2023-12-31T01:55:57","modified_gmt":"2023-12-31T01:55:57","slug":"new-art-of-selling","status":"publish","type":"post","link":"https:\/\/www.stl-training.co.uk\/b\/new-art-of-selling\/","title":{"rendered":"A new approach to selling"},"content":{"rendered":"

W<\/b>hat are\u00a0<\/b>they<\/b>\u00a0really selling<\/b>?<\/b><\/span><\/h2>\n

A<\/i>\u00a0<\/i>new era of S<\/i>ales<\/i><\/p>\n

Is it sell – at any cost?<\/b><\/h3>\n

Perhaps the\u00a0greatest\u00a0dynamic in communication\u00a0is the art of\u00a0Selling.\u00a0Verbal influence\u00a0based in\u00a0understanding\u00a0another\u2019s\u00a0wants and needs\u00a0builds\u00a0rapport and\u00a0natural\u00a0empathy.\u00a0The\u00a0instruments\u00a0or delivery systems\u00a0of sales can be as diverse as\u00a0the\u00a0attitudes of the clientele.<\/a><\/p>\n

For example, an annoying\u00a0jingle that becomes\u00a0an official\u00a0institution?\u00a0More common\u00a0is\u00a0the half-price, three-month contract that builds\u00a0in\u00a0years of\u00a0collaboration\u00a0between client and provider.\u00a0The aim of\u00a0the Professional\u00a0has always been\u00a0to engage quickly\u00a0with\u00a0what<\/i>\u2019<\/i>s-in-it-for-them<\/i>.\u00a0Or so we\u00a0thought?<\/p>\n

\"Tips
The art of selling<\/figcaption><\/figure>\n

The key indicators\u00a0are\u00a0to\u00a0promote benefits and advantages\u00a0which after years of research data have trained\u00a0the\u00a0seller\u00a0to\u00a0ask the right questions. The natural strength\u00a0of those\u00a0who are\u00a0best<\/i>-in-the-business<\/i>\u00a0is that they\u00a0present<\/p>\n

solutions\u00a0as if each were a\u00a0precious\u00a0opportunity.\u00a0The question is,\u00a0are you selling an idea,\u00a0a product or a relationship?\u00a0What do you really want from the\u00a0client\u00a0contact points?\u00a0Is it\u00a0now\u00a0all about the sale \u2013 at any cost?<\/p>\n

Is it service provision or service by demand<\/b>?<\/b><\/h3>\n

Times are changing. The purpose of market strength\u00a0used to be\u00a0\u2018the customer\u00a0comes\u00a0first\u2019. Brands were separated not by cost but\u00a0service. There was\u00a0an ambition\u00a0to\u00a0value long-term relationships.\u00a0The sales professional<\/a>\u00a0used to be diligent.\u00a0\u00a0That\u00a0attention to detail\u00a0was\u00a0a\u00a0finesse of\u00a0strategy\u00a0moulded\u00a0from\u00a0understanding needs. Like an\u00a0art form,\u00a0it took years of\u00a0practical\u00a0experience to\u00a0perfect.<\/p>\n

Now\u00a0it\u00a0appears to be\u00a0losing ground to\u00a0the\u00a0simplistic web\u00a0of today’s\u00a0\u2018one-click<\/i>\u2019<\/i>,\u00a0<\/i>checkout trends. Space-age algorithms\u00a0that work on optimising the customer base\u00a0to suit\u00a0profitability.\u00a0Insurance companies running\u00a0initial enquiries like an interview to define parameters. Now service reveals itself in a far more benevolent way.<\/p>\n

With the\u00a0consumer\u2019s\u00a0attention absorbed\u00a0in the\u00a0on-line battle for supremacy over delivery times\u00a0and the\u00a0\u2018black\u2019<\/i>\u00a0days of shopping,\u00a0the forward-thinking\u00a0corporate\u00a0recognises\u00a0that\u00a0longevity\u00a0and operational integrity\u00a0go\u00a0hand-in-hand. To be\u00a0needed\u00a0is the driving force.\u00a0This\u00a0practise\u00a0may\u00a0offer\u00a0efficient\u00a0insurance against the upheavals of our financial\u00a0markets\u00a0and avoid direct competition,\u00a0but\u00a0is it ethical?\u00a0Is it service by demand?<\/p>\n

Has the Consumer been transformed?<\/b><\/h3>\n

Has the quality of service\u00a0that\u00a0used to set corporates apart\u00a0become out-dated?\u00a0Is the\u00a0technology trend\u00a0for processing\u00a0performance\u00a0power and updates\u00a0the\u00a0new\u00a0demand?\u00a0Just look at the era of mobile phones and the advent of monthly contracts,\u00a0designed to snare users\u00a0into a lifetime\u00a0agreement. Contracts which guarantee\u00a0to\u00a0replace\u00a0handsets\u00a0every two years.\u00a0Combine\u00a0that\u00a0with\u00a0the threat of unsupported updates for older models\u00a0and suddenly product and service have become a united force.<\/p>\n

The market\u00a0is still eager to turn a\u00a0client into a fan, yet it now comes\u00a0with a\u00a0threat\u00a0that\u00a0compliance loyalty\u00a0is\u00a0a\u00a0resource\u00a0that has re-shaped modern civilisation. The idea of customer loyalty has been manipulated through both commercial and private sectors into cornering consumers into\u00a0long term commitment.\u00a0The customer has been transformed.<\/p>\n","protected":false},"excerpt":{"rendered":"

What are\u00a0they\u00a0really selling? A\u00a0new era of Sales Is it sell – at any cost? Perhaps the\u00a0greatest\u00a0dynamic in communication\u00a0is the art of\u00a0Selling.\u00a0Verbal influence\u00a0based in\u00a0understanding\u00a0another\u2019s\u00a0wants and needs\u00a0builds\u00a0rapport and\u00a0natural\u00a0empathy.\u00a0The\u00a0instruments\u00a0or delivery systems\u00a0of sales can be as diverse as\u00a0the\u00a0attitudes of the clientele. For example, an annoying\u00a0jingle that becomes\u00a0an official\u00a0institution?\u00a0More common\u00a0is\u00a0the half-price, three-month contract that builds\u00a0in\u00a0years of\u00a0collaboration\u00a0between client and provider.\u00a0The aim […]<\/p>\n","protected":false},"author":4,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[638,635],"tags":[],"class_list":["post-3496","post","type-post","status-publish","format-standard","hentry","category-professional-management","category-sales-customer-service"],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"_links":{"self":[{"href":"https:\/\/www.stl-training.co.uk\/b\/wp-json\/wp\/v2\/posts\/3496","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.stl-training.co.uk\/b\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.stl-training.co.uk\/b\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.stl-training.co.uk\/b\/wp-json\/wp\/v2\/users\/4"}],"replies":[{"embeddable":true,"href":"https:\/\/www.stl-training.co.uk\/b\/wp-json\/wp\/v2\/comments?post=3496"}],"version-history":[{"count":6,"href":"https:\/\/www.stl-training.co.uk\/b\/wp-json\/wp\/v2\/posts\/3496\/revisions"}],"predecessor-version":[{"id":3557,"href":"https:\/\/www.stl-training.co.uk\/b\/wp-json\/wp\/v2\/posts\/3496\/revisions\/3557"}],"wp:attachment":[{"href":"https:\/\/www.stl-training.co.uk\/b\/wp-json\/wp\/v2\/media?parent=3496"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.stl-training.co.uk\/b\/wp-json\/wp\/v2\/categories?post=3496"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.stl-training.co.uk\/b\/wp-json\/wp\/v2\/tags?post=3496"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}