Would you say that (oral) selling is more art than science?

Jabber

All very good comments - What makes you ask something like that Wonderboy?

Cheers Emma

JacquesWerth

The enormous size the combined economies of just the English speaking countries is almost unfathomable. Therefore, the total sales opportunities probably make impossible for any salesperson to reach a level beyond which they can't improve.

Ed Callais

Well, my opinion is as such.


1. We have, at one point or another, been told that we can sell ice to an Eskimo. Is that art? No. That is Charisma. Most people who are born with charisma eventually create their own personal science (now, just follow me through this). A young salesperson will count on their charisma thinking that it is their "gut feeling". Which leads to this -

2. Charismatic people are usually proud people who create their own "science" of doing things. We would not have this rules of sales if it wasn't for the trial and errors of the charismatic salespeople. Which leads to the most important one of all -

3. The wise sales person. He or she knows how to harnass their charisma and work it to their benifit. This is where science kicks in. I personally think that without charisma, the science is ineffective - you cannot train just anyone to be a great salesperson - without the drive, charisma, and wisdom - they will never make it.

JacquesWerth

Charisma: Magnetic personality; the ability to inspire enthusiasm, interest, or affection in others by means of personal charm or influence. - Encarta Dictionary

I have met with and studied 312 of the Top 1% of salespeople in 23 different industries, observing their sales performance. In my judgment, about fifteen to twenty percent are “Charismatic” according to the above definition. The rest are all over the personality spectrum, with many being studious and introverted.

Almost all of the Top 1% are intelligent, insightful, intuitive, open-minded, focused, and systematic.

Wonderboy

Depends on what you mean by an opportunity.

Emma,

I've never seen any scientific approach to oral selling as people like to offer opinions and subjective approaches. I do hold a degree in science and my training in college has been an influence towards my success.

My system is set up on a scientific foundation. I've gone over the details elsewhere on this website concerning my system (without revealing the system itself). Without question I can say it's the most efficient and most basic system you'll ever run across.

This puts me in the position of being a sales dictator, but I won't turn from the truth. Sales has many aspects to it and there are a number of ways to improve your selling besides my system. For those who believe that it's an art are more likely to appreciate the subjective approach. For those who like a more rigorous approach would likely appreciate the scientific approach. It's your choice.