A
Natural Approach to Sales
Gathering
momentum
By
Jeffrey Hansler, CSP
For
the last fourteen years, I have been on a quest to
understand sales. Maybe, the reason for my quest
is the same reason you would like to understand sales:
financial security for my family, gaining control in my
life, and to develop an understanding of how decisions are
made. I feel if I understand sales and have these
things, I can be relaxed, confident, and happy.
I
believe that you can learn effective selling by looking at
interactions in nature, and that the perceptions you will
gain can aid any person on their way to reaching their
goals.
For
example, a river begins with a trickle. It flows along
the path of least resistance. When it runs into a
large rock, it flows around it. As it grows, it gains
momentum, power, and the ability to influence larger
objects.
This
description applies to sales as well. The
essence of sales can be described as reaching into new
territory and developing a route along the way. In
exploring that new territory, a salesperson experiences the
possibility of redirection. To handle redirection you
must be continually self-motivating. Additionally, you
should view obstacles as part of
nature and deal with those obstacles in a manner appropriate
to your stage of development at the time.
The
journey will not be easy. So you must choose goals that
provide satisfaction from the journey. You need to
find a purpose in every step. For me, that purpose is
experience, learning, and the possibility of financial
reward.
So
approach your sales journey as a river approaches its
journey and flow naturally with the principles of nature.
Remember that a salesperson needs to continually enter new
territory.
A
river is only a river when it is flowing, and sales is only
sales through the continual search for new customers and
avenues for products and services.
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Jeffrey
Hansler is a professional speaker, author, and consultant.
He is a frequent speaker at association events and is the
author of Sell Little Red Hen! Sell! He can be reached at jhansler@oxfordco.com.
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©
2004 Jeffrey Hansler All rights reserved
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