The word “sales” often has a stigma attached to it. For many people, it conjures up images of the stereotypical “pushy” used car salesperson. Customer-facing professionals who are not in traditional “sales” roles may be reluctant to identify as “sales professionals” as a result of this stigma. I firmly believe that all customer-facing professionals – regardless of their official job title – must understand the fundamentals of professional selling.
If you are in a customer-facing role and do not have a background in selling, I highly recommend reading The Accidental Salesperson: How to Take Control of Your Sales Career and Earn the Respect and Income You Deserve, by Chris Lytle. This book provides a high-level overview of the principles of effective selling, and is a practical guide for anyone interested in learning about how sales strategies can further their career.
Here’s a summary from Amazon:
“This text gives salespeople who did not plan on a sales career a blueprint for dramatically improving their sales skills and results. It guides the reader through every aspect of the selling process and offers plenty of techniques to outpace others in the business of selling.”