Skills: Sales vs. Marketing

Quote:

Originally Posted by Mikey

If you could only possess one or the other...

I think that's the toughest question I've seen posted here. It's so hypothetical because obviously we would want to possess both. However, I have seen too many successful people who were natural marketers that did not have good sales skills. On the other hand I've seen a lot of skilled "sales technicians" who lacked marketing skills. These are people who communicate well, and have a working knowledge of the presentation and sales process. Many of them are underearners. So I'm convinced that marketing skills are more valuable.

My definitions might not be shared by all: Marketing is finding people who want what you offer. Selling is conversation.

Quote:

Originally Posted by Mikey

If you could only possess one or the other [as much as that is possible] which would you choose; Sales Skills or Marketing Skills?

Hi Mikey
Sales skills hands down in my view. You could spend lots of $$$$$ and time marketing and attracting prospects, but if you can't convert them to clients (i.e. sell), then you will go broke in a flash.

Quote:

Originally Posted by tessa

Sales skills hands down in my view. You could spend lots of $$$$$ and time marketing and attracting prospects, but if you can't convert them to clients (i.e. sell), then you will go broke in a flash.

Thank you Tessa, I was begining to think I was taking crazy pills,

being the only other person who thinks selling is more important.

Quote:

Originally Posted by Doc MC

Thank you Tessa, I was begining to think I was taking crazy pills,

being the only other person who thinks selling is more important.

Yikes, and here I go adding fuel to the fire.

IMO, for most industries the ability to generate high quality leads is more important than the typical sales skills of "qualify, present, close."

Quote:

Originally Posted by Gary Boye

I have seen too many successful people who were natural marketers that did not have good sales skills. On the other hand I've seen a lot of skilled "sales technicians" who lacked marketing skills. These are people who communicate well, and have a working knowledge of the presentation and sales process. Many of them are underearners. So I'm convinced that marketing skills are more valuable.

My definitions might not be shared by all: Marketing is finding people who want what you offer. Selling is conversation.

Gary, I couldn't agree more as I'm one of those individuals who find it incredibly against my grain to "sell" rather than "market". I agree with your definition of marketing as finding people who want what you offer. As a realtor, that's precisely what my goal is. If the fit works, then I'm satisfied. If the person doesn't initially recognize the fit, that's where I might kick in the "sales" part of my job. But in any case, it's a soft sell since I don't view myself as a salesperson at all. Am I completely contradicting myself?

Quote:

Originally Posted by Irene Morales Ward

Gary, I couldn't agree more as I'm one of those individuals who find it incredibly against my grain to "sell" rather than "market". ...... But in any case, it's a soft sell since I don't view myself as a salesperson at all. .?

Hi Irene

I get the sense you don't like selling or to view yourself as a salesperson.

I have recently written an article called "How to Change From Hating Selling To Loving It."
It's on my web site under "FREE Stuff - Articles".
Thought you might be interested in reading it.

It's all in the perspective!

Tessa
http://www.salesconversation.com/

Quote:

Originally Posted by tessa

Hi Irene

I get the sense you don't like selling or to view yourself as a salesperson.

Tessa,

Thanks so much for the resource. Yes, I'm afraid I'm one of those that you've described on your home page about having stereotypes associated with "salespeople". I'll certainly look into your site to find another perspective - that's why I'm at this forum!

Incidentally, I don't mean any disrespect or to be condescending in any way to people that work in sales. I have the utmost respect for those that do it well and admire their ability to do so. I just haven't found that what I do and/or the way in which I do it is best described as a "salesperson". Perhaps I'm just being naive.

Quote:

Originally Posted by Irene Morales Ward

Tessa,
....one of those that you've described on your home page about having stereotypes associated with "salespeople". I'll certainly look into your site to find another perspective - that's why I'm at this forum!...

Some comments on this discussion:

The replies so far seem to weigh in favor of marketing as the more desired skill. The question was an hypothesis: If we had to choose one skill over the other. We don't have to.

What has been demonstrated here, to the credit of the participants, is objectivity--very rare in discussions of this sort. I think some have set aside their passion for selling to simply give a thoughtful opinion.

I didn't visit Tessa's site and I was hoping she could offer us a couple of snippets on the subject right here on this thread. However the "stereotypes associated with salespeople" are reality--and they are reality we have to live with--jusy like doctors must live with the rising cost of insurance. We salespeople can't have it all.

On that subject, I'll offer something coincidental. I had occasion a couple of days ago to seek out some graphics or public domain clipart on selling. I went to the Alta Vista search engine, and typed "salesman" and hit images. Try it yourself. The majority of the graphics that came up were grotesque representations.

That's reality. But it is counterbalanced by the realization of most people, including those souls who would stereotype rather than think, that our culture, our economy, and our a way of life needs us salespeople--and couldn't very well exist without us.

Maybe it is that very dependency on us that breeds the resentment which manifests itself in stereotyping.

Quote:

Originally Posted by Gary Boye

Maybe it is that very dependency on us that breeds the resentment which manifests itself in stereotyping.

Excellent point...the classic love-hate relationship...love to hate them, hate to love them!

Quote:

Originally Posted by Gary Boye

I went to the Alta Vista search engine, and typed "salesman" and hit images. Try it yourself. The majority of the graphics that came up were grotesque representations.

Google doesn't like car salesmen

I'm appalled! Thanks for pointing me there Gary, never thought to search those terms. I could have went the rest of my life without seeing a few of those salesmen!

I think professional sales people who have been in the industry a while look at changing the stereotype as a challenge. Kinda like right before you had your first child you said, "I'm going to be the best Dad/Mom in the world. I've learned from my parent's mistakes and I am going to do ____ different." Maybe in 20 years our impact will have made a difference.

Skills: Sales vs. Marketing

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