We ended last week's business column with the question, who is a salesperson?
And to be honest, I was a little wrong.
I meant to ask, who is suitable to be a salesperson...
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The answer may surprise you, but in my opinion, everyone is qualified and can be a salesperson.
And I will explain, or rather ask:
Is a teacher a salesman? Is a rabbi a salesman? Is a salesman a salesman? Is a penitent a salesman?
The answer to all the above questions is - yes!
I'll expand a bit: A teacher arrives at the classroom in the morning. He has a clear job description. He has to deliver educational material (and discipline) to the young flock. In other words, he has to "sell" educational material. (Remember? To deliver something from point A to point B... In exchange for that sale, he demands "payment." Some teachers demand respect in return. Other teachers ask for payment - silence and quiet, and there are teachers who demand appreciation...
I had the opportunity to lecture at one of the study centers of a seminar in Israel, where I was asked to help female managers improve performance and management skills.
When I started with this example, some were shocked by the comparison: Is a manager a saleswoman?
I also demonstrated the process there. A principal who wants to transfer a teacher's standard from day X to day Y needs to know that this is a sales process, in which she wants to sell a "transfer" or "assignment" of a teacher to another place. Just what? You have to remember that there is a "price" for it. And the transferred teacher needs to receive something in return.
And to remind you: the reward for this does not have to be money!!
Everything has a price, and for everything we want to achieve, there is a certain price to pay (time, money, lack of respect, and countless other examples).
If we remember that this is all a sales process for all intents and purposes, we need to examine in depth what the teacher expects to receive in return for what we want to sell her, and pay her accordingly.
The question is what happens if the customer is not interested in purchasing the product we want to sell them, or alternatively what happens if the customer does not have the "amount" or payment method that we wish to collect in return for the sale....
And we will try to answer that in the next column!
Questions, answers, comments and clarifications are welcome at my personal email: [email protected]
Yours as always,
Micah Sholem.
• The writer is the CEO of the consulting firm m&s Specializing in business consulting, raising business credit, building and improving sales departments, valuations and recovery plans. And founding the 'School of Business Management - Startup''.
