Sep5
The Lost Art Of Salesmanship
Posted by Nick in Corporate Sales Training, Industry specific sales training, Sales Training To Improve Sales Results | 0 Comments
File under learn salesmanship, salesmanship, salesmanship training
In today’s world, you don’t hear the word “salesmanship” used very often. Think about it. When was the last time you read the word “salesmanship” or someone said the word “salesmanship” to you?
Perhaps salesmanship became politically incorrect and should be replaced with “salespersonship”. Well, words come and go and that’s not my issue. My issue is that I don’t see the sales skills of salesmanship being practiced and that bothers me.
Salesmanship
I recently went to a jewelry store looking for a new watch. I assumed it would have been a good sale for the salesperson so I expected to see some good old salesmanship in action. Unfortunately, I didn’t see any salesmanship. I don’t consider handing me a watch I pointed to in a glass case salesmanship. No, I didn’t buy a watch from that “salesperson”. That rep knew nothing about salesmanship and was headed for long, if not forever, sales slump.
Now I’m first to admit that I go overboard in my search for salesmanship. As a sales trainer, I teach salesmanship but I’m also a student of salesmanship. I enjoy seeing “salesmanship” being practiced and I’m just not seeing enough of it.
Where Is The Salesmanship?
A few months ago I was at a dealership looking for a new car. One would expect to see a ton of salesmanship at a car dealership. Well, again I was disappointed. Someone must have told the “salesperson” that it was important to get the prospect to sit in the car and go for a test drive. The salesperson asked me to do just that, at least five times. Other than that, I saw absolutely no attempt on the part of the salesperson to practice salesmanship. No, I didn’t buy a car from that salesperson
What happened to salesmanship? Let me tell you about this real estate agent I encountered. Not once was I asked what’s important to me when it comes to purchasing a new home. Instead, I’m told six times about this great breakfast nook! I don’t care one bit about a breakfast nook! I’m starving to see some salesmanship! How can you be a salesperson if you are not always involved in some sales training programs?
The Need For More Salesmanship
My guess it that eighty percent of salespeople don’t practice salesmanship. I know that’s a big number but think of this fact. Twenty percent of all salespeople generate eighty percent of the sales. Why? I believe it’s because that twenty percent practice salesmanship.
How come the same sales reps always appear on the top of the ranking reports, month after month, year after year? I believe it has everything to do with salesmanship.
Salesmanship is all about the professional and successful execution of the sales process. The sales process is a communications process that joins a buyer to a seller. If you don’t know the sales process, you can’t practice salesmanship. Salesmanship is not about being a “walking talking” product pamphlet. Salesmanship is about the sales process.
Every day I hear that the economy is slowing and that companies and people are not spending money. If they did, the economy would improve, more products would be manufactured and more people would have jobs. I wonder how much of this slow economy is tied to a lack of salesmanship? Salesmanship creates demand and when there is a high demand for goods and services, companies and consumers spend money. I know I’m being very simplistic but this lack of salesmanship is probably one factor to think about.
Look at it this way, I still have my old car and my old watch.
Nick
Nick Moreno, Sales Trainer
National Sales Center, Sales Training Company
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