Selling

Selling is all about combining a set of attitudes, behaviors, and skills in a way that forges long-term relationships with customers.

Selling is a time-honored profession and one that constantly moves with, and adapts to, broader changes in business practice, human interactions, and psychology. Selling is also -- as every salesperson will tell you -- the cutting edge of every business. Without the eyes, ears, and intuition of a good salesperson, the business itself founders.

Every good salesperson knows their products inside and out -- whether these are paper clips, aircraft engines, or consultancy services - and can present them capably to their customers. However, a great salesperson does so much more. He or she understands the customers' needs and brings a problem-solving mentality and real creativity to all interactions.

Selling is all about combining a set of attitudes, behaviors, and skills in a way that forges long-term relationships with customers -- relationships that add value to the customer's business and that yield not just one deal, but many.

Despite some bad press over the years, selling is a worthy profession. The goal of this series is to open your mid in a way that helps you approach selling in a very different way and that introduces you to skills you must demonstrate every day.

ACTION POINT: Study the profession of selling.