New business development is the act of educating a person in the act of sales. Sales, which can be done individually or as part of a team, is where a person sells a merchandise or service to a buyer. It is often believed that sales is the same as marketing but there is a distinct difference – marketing exists to promote a item by making it of use to a potential buyer and, through this, may inactively generate a sale. On the other hand, a sales person actively communicates with a potential customer, showing specifically how their goods or service can assist the customer by telling them tailored information. The best sales team is someone who works together with their customer and works to answer the customer’s wants and goals with the merchandise or service to be sold.
Sales is an necessary part of modern work models. Not only does the sales person sell a corporate item or service, they also labor to generate new corporate prospects and generate buyers for their business, thereby supporting and developing their company’s client base and reputation. Sales is often the community face of a business so it essential that adequate sales development is provided to the sales person so that they can do well in their selling role but also know how to be the best promoter possible for the product and the company.
There is a plethora of techniques a business can use to connect with their buyer. Direct sales – where the business interacts directly with their buyer – is probably the most recognized. The most recognized direct selling techniques are door-to-door selling and telemarketing; in both cases the business directly connects with the buyer at home or at their place of business to inform them about the product. Another form of direct selling is ‘consultative selling’ whereby the business interacts directly with the buyer but first starts by asking the buyer about what merchandise or services they want and creating solutions in collaboration with the buyer. Corporations also traditionally sell merchandise through retailers – so called ‘middle men’ – and through mail order, while the rise of the net has given businesses a new way in which to work with prospective buyers. As can be seen, there is an incredible variety in the way businesses contact, connect and potentially sell to a customer, which has increased the significance of new business development.
Sales development concentrates on the assortment of approaches a sales person can use when directly dealing with the customer, so important in these days of direct selling. Although there are a assortment of particular methods tailored for different varieties of selling, the main psychology behind excellent sales practice is five-fold: analyze a client’s needs, offer solutions to the buyer, discuss the advantages of the item, overcome any questions the client may have and close the sale. This practice can sometimes be condensed to a three-part methodology: discover the buyer, present to the buyer and finish the sale.
Sales development classes are extensively available with many training institutions and specialist companies offering classes that you can take in person or via correspondence or the internet. Many large companies have also developed their own in-house sales training programs. There are also a plethora of books available on the subject.
Exceptional sales development will always highlight the need to ask clients questions in order to better provide them solutions, will always highlight the importance of knowing your goods and will include motivational material, as selling is a high-pressure occupation that not only needs a lot of self-motivation but also deals with a lot of rejection as well.
Incentive programs, what they’re for and how to use them are also included in a lot of new business development. These ‘sales incentive programs’ or SIP’s, are a method used to encourage a sales agent and lists specific goals for attainment, which aims to concentrate selling activity.
Sales training will show you self-motivation, focus and exceptional communication abilities and, as such, would stand any person in good stead for any managerial role outside of sales, as well as within.
Author: Stephen JamesThis author has published 3 articles so far.