Sales- An Artful Science
Art is traditionally defined as an expression or application of creativity and imagination that produces an emotional response. Today it can be applied to anything from movies to paintings. It is a communication from the creator to the recipient that causes a reaction of some sort. There is also a definition of art that includes a skill at doing a specified thing acquired through practice, such as the art of conversation.
Science refers to a systematically organized body of knowledge on a particular subject. It is supposed to be a practical activity of pursuing and/or expanding that body of knowledge and applying it to an area for greater understanding or usefulness.
In my introduction I stated that I believed differently than most. Selling is neither art nor science it is instead, both. It combines both, it is a communication towards an objective which is art and it is an organized body of knowledge that can be pursued, understood and used to accomplish something for the individual involved in the pursuit which is science. Factually without both being understood, used and present in your thinking and execution of selling you won’t realize the greatest amount of success as a salesperson, you can be good, but you’ll never be great.
There is a formula to selling. It does have precise parts, which can be broken down and understood. There is also a certain amount of painting the picture that must be done, a creation of emotion, a sort of verbal art if you will, to move the prospect to visualizing what you want them to see and desiring what it is you want them to buy. Neither rely on “innate talent” as some are convinced but instead rely upon understanding them, practicing them and then using them.
There is only one thing you may need to develop in yourself personality wise in order to succeed… the rest can be learned. What is it? That and the basic formula for selling is the subject of my first article.
Here is to your success!
Bennetta Slaughter
