Selling and Commercial Awareness
If you are one of the many people who really don’t feel comfortable with the whole idea of selling yet need to contribute the growth of your business, how about substituting ’selling’ with ‘commercial awareness’.
If you think the two are miles apart you could try just looking at them from a slightly different angle. For example, is it selling or commercial awareness to ensure that:
- Your business phones are answered professionally and that the caller is dealt with knowledgeably and courteously?
- Your office answer machine and mobile have a brief, clear message that lets the caller confirm the number they’ve called and what’s likely to happen after they leave their message?
- Everyone in your company is aware that it’s a commercial business and what that implies?
- Understands their personal role and responsibilities in dealing with customers, suppliers and indeed each other in a way which is commercially beneficial to the business?
In case you think I’ve just dreamt these up as fodder for this blog, they are some of the issues I’m currently working with my clients on and they’re very real.
You couldn’t necessarily expect your Office Manager, Software Developer, Site Engineer or Delivery Driver to be sales people but you could and should expect and prepare them to be commercially aware.
Just a thought…
Linda Mattacks is the author of a series of training courses available at SellingForBusiness.co.uk developed to provide easily accessible training for small businesses who are not in a position (or may not want) to take time out to attend formal training sessions.
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