| People have a negative opinion of sales people but | | | | the lawyer's sole aim and objective is for the |
| let's take some time to look at who exactly a | | | | jurors to buy his story or interpretation of |
| sales person is. For me a sales person is someone | | | | events. |
| who goes through the sales process, so they | | | | A manager ensures a team's timely completion of |
| generate interest, they qualify there audience to | | | | work, this will be achieved by selling the benefits |
| ensure that the solution is for them and they gain | | | | of the work's completion. |
| commitment to the solution from the audience. Is | | | | Who's buying? We as individuals will buy into |
| it only sales people that go through this process | | | | something every day as a result of the influence |
| or are these skills used day to day in all | | | | and sales skills of another. Today I was offered |
| environments to gain commitment, do you go | | | | the solution to a problem, it was pitched to me as |
| through this process when trying to convince a | | | | something that would answer many questions and |
| friend to accompany you to the cinema for | | | | something that would take a problem away, |
| example? | | | | whether this is true or not is yet to be proved |
| It is not unusual for us all to find ourselves in a | | | | but I bought into it. That is a good job done. |
| situation where we are being sold to, if we forget | | | | Without knowing it there are many professions |
| that sales is all about a physical product and | | | | which require the skills of a sales person, it may |
| consider that what we can be asked to buy into | | | | be difficult to accept but how often have you |
| could be anything from an idea to a way of life it | | | | found yourself in a situation even with friends and |
| is apparent that we are a potential customer daily | | | | family when you are keen to participate in |
| and are the target of a sales pitch. | | | | something that you have had to gain agreement |
| A hairdresser will regularly offer you a product to | | | | on, how do you gain agreement? It's Simple you |
| help get the best out of your new style, this will | | | | selling to them. |
| be pitched as a recommendation but it is not | | | | But how does this translate to every career? |
| unusual for a hairdresser to receive commission | | | | Anyone who is an employee will find them |
| for selling retail products. | | | | offering an solution to a colleague, manager or |
| A bank clerk will discuss account upgrades and | | | | client at some stage. This may be a great solution |
| finance packages with you, this will be pitched as | | | | but your success will depend very much on your |
| an opportunity to get the best out of your | | | | delivery, you need to sell this solution to the |
| money but it is not unusual for a bank clerk to be | | | | recipient to ensure that it is agreed and |
| targeted and receive commission on selling finance | | | | implemented, you need to exercise your sales |
| products. | | | | skills to gain buy in to the solution. |
| A politician will talk at length about new policies, | | | | Consider how often you go through this process |
| this will be pitched as a way to a better life for | | | | on a daily basis without even considering it selling, |
| you and your fellow nationals but they want you | | | | consider how many times you have lost that sale |
| to buy into their party and make that vote. | | | | and consider the feeling of making a sale on |
| A lawyer sells a scenario to an audience of jurors, | | | | every attempt! |