What Got You Here Won't Get You There in Sales: How Successful Salespeople Take it to the Next Level

THE ANATOMY OF SELLING

Allow us to offer some clarity about the structure of selling and what is involved regardless of the setting.

First, no matter who employs you or what your organization is selling or servicing, you work within two areas of responsibility; there are always two sides to your job: functional and human.

The Functional Side of Selling

The functional arena in any position involves the mastery of a product or service: knowing what you represent to your customer. This isn’t a surprise to anyone; it’s a given that you as a professional need to know the features, benefits, advantages, and proofs of what your organization does. This ownership of a product or service also can include a broader knowledge of your industry as well as ...