He then shared a link with me and asked me to check out a Sales Training which was being organized by Petra. After checking out the details of the training, I got more interested in her personality so I went on Facebook to follow her page and started reading some posts from her.
The company decided myself and my colleague in the sales department join the training. This was somewhere in June.
One thing that has since stuck in my memory after the training was the aspect of being nice to Gatekeepers. This has now kept me going in my journey of selling and I must say it has yielded a lot of results. Gatekeepers are basically people that you usually need to go through to meet your main point of contact. It could be the security, front desk executive, personal assistant.
Petra informed us of her book which she was going to launch later on in the year and I made it a point to not miss it when the time was due.
The Book Sales 101, is an essential must have for any individual who wants to go into business. Whether you are an entrepreneur, employee, even the everyday hawker would shoot in Sales if they took time to read this book.
The First chapter made me realize that, whether or not we liked it we at one point in our lives sell one thing or the other. Petra makes it pretty clear to the reader and let’s them know Sales is not a tea party event. It is involving and requires hard work. However when you learn selling right, results become easy to achieve.
Her approach to differentiating between sales and marketing in the second chapter is also very clear. You get to understand that marketing supports sales to make selling a product, service or idea easier. However marketing is NOT selling.
Her chapter on the customer cannot be over emphasized as she walks us through how important it is to treat the customer as a queen. I learnt that no matter what I am doing at any point in time in the office, once a customer request comes through it has to attended to immediately. We should be ready to assist our customers even after office hours.
The processes she takes us through in the subsequent chapters also serves as a guide which allows Sales people work in an orderly manner, when they have a new lead to approach. As she stated in the book , if you skip one step you would definately meet that step along the line again.
Her chapter on Butterflies and Jitters was one of my favourite modules during the course. It is important to identify that one thing that helps you overcome those butterflies and jitters when you are in front of a customer to present your product or service. When you are able to master these moments you turn to gain a lot of confidence with time.
And finally as a sales person I have come to understand that there are times a customer would say NO , no matter how good your product or service is. What Sales 101 taught me is that ” No does not mean Never” keep the relationship with that prospect going. With time there is something that Prospect would need from you.
I will recommend the Sales 101 course and book to any young person who is lost in their sales career. Give yourself a boost with Sales 101. #Sales #Sales101
For a copy of this book
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Mary Abena Serwaa Dickson
Operations / HR Manager
NALO Solutions Limited