Sales are the heartbeat of every business. A business can have products and engineers and accountants and investments but without sales, a business’ lifetime will always be limited. One in every nine United States workers are in a traditional sales position. But there are many salespeople who are not in a “traditional” sales position. This is called “non-sales selling”. Non-sales selling is so important because it’s the art of discovering and understanding a prospect’s need, offering a solution to meet that need and negotiate a transaction. The transaction doesn’t always have to involve money. A company seeking a partnership needs to sell itself to the other company to convince them that the partnership will be mutually beneficial. An employee pitching an idea to members at the corporate level needs to sell the idea to them. Selling is creating a healthy environment for exchange, built on trust and reason, which allows buyers and sellers to make mutually beneficial decisions to solve real problems. It’s developing business relationships which explore, and sometimes result in, an exchange of goods, services and/or money. So whether or not someone has a “sales” position, we are all salespeople. On average, a person spends 40% of their professional time dedicated to non-sales selling. It is a vital activity to ones professional success.
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