To the Salesperson in everyone.

A couple of days back - I was walking from my gym to back home and happened to cross a guy selling sim cards. Have seen him there a couple of times even in hot Sun, though under an umbrella - but this time he had a couple of customers. I could understand the satisfaction he had to even have a couple of people stand in front of him to listen to what he learnt during his training period.

I was curious to to know more about their conversation as the customers were merely 14-16 years old (Judging by their looks). Typically I understand that every salesperson have a target to achieve but at the same time it is equally important to adhere to certain business practices. This guy was selling sim cards - without taking any age proof. Once the so - called customers left the place - my curious looks on him turned to a slight frown which somehow he understood and started talking to me even before I could ask - that he had targets which he could not achieve and none of the customers would listen to him and an ever yelling manager and competitive co - workers. He decided to quit the job but also wanted to sell away the sim cards - but why did he sell it without taking any proof, or how would he manage explaining the same was a huge question for me.

This has opened up an opportunity for me to explore into the work of a salesperson and how it is important to be ethical and be successful.

I will not digress into topics such as a salesperson must love the job/ product. Have the passion to sell, the persistence to follow up, the patience to wait all day - just to hear the client/ customer say - "I will get back to you on this next week", the desire and drive to go after the personal targets which has to be set a notch higher than the targets given by your boss and definitely the cognizance about your competition.

These are prerequisites for any job and especially for a salesperson. I am only going to touch upon two entities which I feel is really important when it comes to relationship selling.

To begin with - As a Salesperson myself - I have learned this and so will my Colleagues and friends at work will accept to it - It is extremely important to have listening skills. There is definitely a positive impact and correlation between perceived salesperson listening behavior with relationship outcomes. On a given day - an average salesperson might meet up 5 -6 new clients or interact over the phone with over 30 - 40 people.  Listening is not easy and not just hearing - it is sincere attention and critical hearing, with apt concentration and penetration into the knowledge and memory and has to be quick in terms of processing new situations. The three proven components important for listening are sensing where the person has to sense the incoming stimuli from the cutomer - which might include verbal, non - verbal, tone, pitch, frequency, etc. Second, Evalutate - this is the stage when the business impact of the conversation holds good. It involves a lot of cognitive process. Third, Respond - this behavioural feature is important for the further communication to take place.

So having looked at what is important, I want to touch upon how to improve the performance - through ethics which is an extension of moral Judgement Vs. Job performance. There are jobs which will be rewarding in terms of reaping monetary benefits but in long term, managers have to understand it is the ethical practice which will help the organization as a whole. 

First, ethical salesperson's behavior is positively related to trust in the salesperson. Second, the effects of ethical salesperson behavior on buyer commitment and buyer behavior are completely mediated by this trust. Third, ethical salesperson behavior is most influential in driving desirable resource-based and social relationship returns.

Sales, at the end of the day is everywhere - the moment you are born - you have to cry to sell yourself to the world that you have arrived and you are alive.

Never lose your values and integrity.