utpse-blog
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We are The University of Toledo ( Epsilon Delta) chapter of Pi Sigma Epsilon. The only national, co-ed, professional fraternal organization in sales, marketing, and management.
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A professional sales person recognizes a responsibility that is larger than just the job.
A professional sales person, by virtue of the demands of his job, naturally develops exceptional “people” skills. He knows how to get things done, and how to work effectively with a variety of people. These are skills that are helpful in his communities as well as his position. Since he’s a professional, he invests some of his time in the larger community, serving on boards and task forces, coaching the elementary kids, adding his input to PTO meetings, etc. He gives a portion of his income to those less fortunate than himself. He understands that he is one of the world’s more fortunate individuals and accepts the responsibility to pay it forward. I once heard this expression: “Service is the rent you pay for the position you occupy in society.” Professional sales people occupy a favored position, and accept their responsibility to pay the rent. A professional sales force is an incredibly valuable asset to any organization, and the acquisition and development of a professional sales force is one of a businesses greatest accomplishments.
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Conditions effecting the global work force
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A professional sales person always acts with the best interests of his company and his customer above his own.
There is, resident in the psyche of every professional sales person, an obligation to “serve.” Ultimately, the professional sales person does serve two masters: his customers and his company. A professional understands that the sales he makes are the tangible expressions of win/win solutions for the customer as well as profitable transactions for his company.
The professional will not “push” an inappropriate solution onto a customer, just to make a sale. He’s in it for the long term, understanding that his reputation as a professional is worth far more than any individual deal. “Integrity” is the overriding personality trait, and adherence to a strict code of ethics is the specific expression. The unprofessional sales person sees his company’s management as, under the worst scenario, the enemy with whom to contend, and under the best, as a somewhat less than competent irritant to be tolerated. The professional understands that he is an employee of the company, and has a responsibility to nurture the company’s interests. He is mindful of his need to provide a return on the company’s investment in him, and seeks continually to increase his profitability to his employer.
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A professional sales person continually invests in his own development.
Over the twenty plus years that I have been training sales people, educating sales managers and working to transform sales organizations, I have stumbled upon an observation which bothers me every time I communicate it. It’s this: Out of a group of any 20 sales people, only one has invested $25.00 of his own money on his own development and improvement in the past 12 months. The non-professional sales people don’t think it’s their responsibility to improve themselves. They won’t buy a book, or attend a seminar without their bosses paying for it and requiring it of them. To them, it’s just a job. The professionals invest in themselves. Since they see themselves as professionals, they understand that they must constantly and continually “sharpen the saw.” They buy the books, get the newsletters, attend the conferences, listen to the podcasts, etc. Can you imagine your CPA, as he delivers your tax return, mentioning that he hasn’t spent any time updating himself in years? Or the doctor, as he goes into surgery to work on your spouse or child, off-handedly tossing off the fact that “it’s been years since he bothered to take a class or upgrade his skills.” These seem like silly examples. But most sales people (95 percent) don’t bother to take the initiative to upgrade their skills and develop their competencies. Only the professionals do.
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A professional sales person likes his job.
Not only are they proud to be sales people, but they like being sales people. They like the freedom and autonomy they have on the job, and they relish the responsibility that comes with that. They thrive on the customer contact, and are energized by the constant challenge. They get a high from closing a big or difficult sale, and aren’t afraid to celebrate those successes. That doesn’t mean that they relish every aspect of every job. I’ve had a sales manager, for example, that I was embarrassed to introduce to a customer. I’ve sold products that didn’t excite me, and worked for companies whose management styles and cultures left me looking for something else. In all of these negative situations, though, I never disliked what I did.
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A professional sales person is proud to be a sales person.
Can you imagine a doctor who is embarrassed to admit that he is a doctor? Or a nurse who covers up that fact? A teacher who doesn’t want anyone to know what he does for a living? A firefighter ashamed to admit it? A lawyer who pretends to be somebody else? (Well, ok, maybe on this one.) You see, in every profession, the members of that profession are proud to be a part of it. Amazingly, that is not the case with the majority of sales people. They don’t like to think of themselves as sales people. Instead, they make up other terms. They are account executives, product specialists, customer liaison agents, mobile customer service representatives, to name a few. On the other hand, the professionals understand the challenging nature of what they do for a living, the importance it has for their families, their companies and the economy as a whole. The work of the average sales person in this nation supports four other families within the organization. They are proud of that and proud to be sales people. They don’t hide it or apologize for it, they revel in it.
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Most people, when they think of a great sales pitch, imagine a scene from out of the movies, where a hot-blooded, ambitious young sales rep wins over a roomful of hard-nosed suits with a spectacular presentation. By taking on board the sales advice on this show, you'll be able get results like that with you next pitch! Dozens of business sales strategy experts have contributed sales advice to this business television show. The focus of the sales advice on the show is on how to ensure you deliver a powerful, persuasive pitch to your next audience.
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Next time you are at an event, make a conscious decision to approach people whom you might not normally speak to. Armed with your repertoire of conversation starters and questions, you should have no difficulty in making a good first impression and developing rapport. The more people you meet in a genuine way, the less fazed you will be by the networking process. It’s all part of the big networking plan of effectively working a room.
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Encounter a business challenge
Determine that solving the challenge is beyond the capability to do in-house, either from lack of knowledge or unavailability of resources
Discover that qualified professionals are available to address the challenge
Choose and engage the professional or firm best qualified to address the challenge
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Selling is a critical skill for those in professional services careers—more so with advancing career levels. Yet, most consultants are uncomfortable in selling situations and few consulting firms provide sales training that helps build this skill. Certain consultants identify themselves as effective salespeople over the course of a career, and they are the ones who seem to go the farthest.
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Semester Updates
"Although no one can go back and make a brand new start, anyone can start from now and make a new ending"
Thank you all the members that attended this years Charity Ball. With your help our chapter was able to donate money to Autism Speaks.
Also, we will like to congratulate Sam Otting that has been with our chapter four years on his recent engagement.
“If your actions inspire others to dream more, learn more, do more and become more, you are a leader.” –John Quincy Adams
It is a honor to have leaders guide our chapter. Congratulations to our new Executive Board!
After a long semester of perseverance we are proud to announce our new member class of Fall 2012
After countless efforts of fundraising November 30, 2012 is the Relay For Life event. Thank you to all the members that assisted in getting sponsors and donations. Our chapter has raised $1,020!!
North Central Regional Conference
BOWLING HALLOWEEN EVENT
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