Former Poet Laureate Sir Andrew Motion has just written a sequel to Robert Lewis Stevenson's 'Treasure Island' entitled "Silver"* - return to Treasure Island. Whether Andrew Motion as a creative writer sees himself as a "Salesman" I don't know, but the inspiration for his book was the author Robert Louis Stevenson (1850-1894) who once said
" Everyone lives by selling something".
|The SIPOC Process approach to illustrate Sales for Non Sales|
A simple way to illustrate this. Think of the process steps of dining Out. You can see that at each stage the people involved will as likely as not be both Buyer and Seller either internally or externally.
Yet people who merchandise the stock and the cash and carry, those who write/create the recipes for the dishes, those who prepare and cook the ingredients, those who wait on the diners and the customers may not necessarily see their roles in Sales .
Yet poorly or brilliantly sourced products will have an effect on sales
Poorly or brilliantly composed recipes will have an effect on sales
Poorly or brilliantly cooked food will have an effect on sales
Poorly or brilliantly served food will have an effect on sales
Disappointed or delighted diners will have an effect of sales
It is in that sense that everyone is in selling ( and buying) even when a carry and carry buyer, the cook, waiter and so on may not see what they do as selling.
So RL Stevenson gets it right in that sense in the UK some 100 hears on.
So for those who may not work directly in sales B2B .. We are all buyers and sellers to each externally or internally in our jobs.
I have just completed a Sales for non Sales at Warwick Conferences Radcliffe House. It is a great venue with top quality Internet, training rooms, spacious bar, good restaurant. But the make and break of such as place are the people.
They make the experience are much as the bricks and mortar. Thanks to Radcliffe for another great experience.
The delegates attending on the TACK Sales for Non Sales programme were from a wide range of roles and businesses e.g. technical solutions for waste management , construction industry, diesel engines to the news print world.
Early on the group plotted an adapted version of a SIPOC map for the business.
The key to this is identifying how they add value to customer.
It is strange how when delegates arrive on such programmes they often introduce themselves as "not really in Selling but I deal with clients."
The first thing is to work on their confidence and develop a selling mindset appropriate to what they do. By the end of the day they are talking more fluently as professional salespeople.
|SIPOC map adapted to the experience and role of Non sales|
A couple of delegates on the course were looking to move into a more sales focused role in their careers, others were seeking to maximise their personal effectiveness and add value to their firm can do so through incorporating sales skills into their current role.
|Scott, Alex and James set about identifying moments of opportunities for their businesses|
|Wayne and Andrea consider at the moments of opportunity between Sales, Non Sales and Customer in their respective organisations|
Buyers don't want the old fashioned telling- selling person they want a problem solver, and a business partner.