Sales
Sales are business activities related to selling or the number of goods or services sold in a given targeted time period.
Salesmanship and empathy
Empathy is one the most important things for a salesperson to have as it enables him to have rapport with his sales prospects/clients and adopt a problem solving approach to his prospects/customers needs/problems/desires.
Articles on sales and empathy:
Healthy balance between listening and talking during the sales process
Talking too much is often an issue among rookie salespeople. Despite knowing it can turn off prospects and hinder a sale, even seasoned sales representatives still find themselves doing it. Replacing speaking too much with listening is a must for salespeople to improve and maximize their sales efforts.[1]
Salespeople and mental toughness
In the workplace, salespeople have high levels of mental toughness compared to other workers.[2]
- 7 Ways Superstar Salespeople Easily Handle Rejection, Inc. magazine
Videos:
Harvard Business Review articles on sales
Salespersons
- The 5 Things All Great Salespeople Do, Harvard Business Review, 2018
- What Makes a Good Salesman, Harvard Business Review, 2006
- Seven Personality Traits of Top Salespeople, Harvard Business Review, 2011
- Are Top Salespeople Born or Made?, Harvard Business Review, 2011
- Vision Statement: Do You Really Know Who Your Best Salespeople Are?, Harvard Business Review, 2010, Video related to article: The 8 Types Of Salespeople. How To Sale Effectively - Tips
External links
- Top 3 Qualities of the Most Successful Sales Professionals by Brian Tracy - video