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Gerhard Gschwandtner, Publisher of Selling Power Magazine, polled readers to come up with their definitions of selling. Here’s what they said: Dec 2005 Selling Power’s definitions of Selling
- To persuade a person to take action.
- A process where a salesperson and a customer walk the road of agreement together.
- A process of asking directive questions to help customers visualize how they could satisfy a need.
- The exchange of goods for a negotiated sum of money.
- Finding a need and filling that need.
- Selling is an art and a science. The science is the ability to diagnose a problem and find the best solution. The art is the ability to create the relationship and to co-create the solution with the customer
- Needs-based selling is helping someone either a) avoid pain and/or b) seek gain
I would agree that selling is both an art and a science. I think the art is in the improvisation that takes place during the interaction between the buyer and the seller. And the science is the discipline needed to keep on prospecting and selling, regardless of the outcome of the previous selling opportunity.
Even if the salesperson had a million dollar sale on the previous sales call, they need to stay focused on their next appointment if they’re to be a consummate professional.
