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Back to Basics in Selling

Recently, prof. Willem Verbeke wrote a book about the basics in sales. In this book, the professor goes back to basics. You will learn how to become a successful salesperson; and the importance of neuro-economics in sales and account management. One of Verbekes favourite and inspiring quotes:

 ‘Companies don’t buy, people do.’

With this slogan, Prof. Willem Verbeke of Professional Capital illustrates the importance of the people behind sales. Neuroscience seems really difficult at first, but when applying it to sales, it is actually pretty simple:

The ability to feel the customer’s pain (1) and the ability to sell to colleagues (2) are two essentials to make a successful salesperson. What is the pain of the customer and how do you formulate a solution? How can you get colleagues in your firm to support a proposed solution?

Now, how can you become a successful salesperson yourself? Follow the following 6 steps:

1.  Discover your capabilities and qualities.
2.  Feel the pain of the customer (empathy).
3.  Analyse the impact of your skills to solve the customer’s problem.
4.  Analyse your position to that of the competition.
5.  Shape the customer.
6.  Activate tools for the customers by using a strong internal and external network (internal and external selling).

It seems to me that it all goes back to that one basic: the person behind sales.

Find this interesting and want to read more? You can order the book Back to Basics in Selling by Prof. Willem Verbeke here online.