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09/08/2009

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Alen Majer

Very often you can hear how selling is a form of art, how sales people need to be creative and use their imagination, but I am not agreeing with that – sales is more science than anything. Yes you can use imagination and creativity, but after using tools available to you. With the proper tools and techniques you’ll replace guesswork with success.

Best regards,
Alen Majer
Author of Trigger Events

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The second and more recent sense of the word art is as an abbreviation for creative art or fine art. Fine art means that a skill is being used to express the artist's creativity, or to engage the audience's aesthetic sensibilities, or to draw the audience towards consideration of the finer things. Often, if the skill is being used in a common or practical way, people will consider it a craft instead of art. Likewise, if the skill is being used in a commercial or industrial way, it will be considered Commercial art instead of fine art.

trish bertuzzi

OMG...@salesdujour... fabulous summary. I will quote you!

Michael

The bigger question is "what is sales" and how does it interlock with relationships. If you have no content, you will eventually run out of air. If all you have is content, but nothing else, you won't move people. E-motion is energy in motion and is what ultimately moves people to act. Relationships are built on authenticity and disclosure and those can be tough to fake.

Are you selling to a scientist or an artist - what's the mix. Sales professionals must be good code switchers - the audience is often convinced in myriad ways and one approach will not work for all buyers. Sales is a 100% of both - it's all where the dials are for each interaction and sale.

Michael Pedone - Online Sales Training

It's a mixture of both... You need a solid game plan / sales process to follow... a do / say / get this response before saying "this" next type of thing. But science is exact and sales is not... you'll need to be able to think on your feet and interpret what is and what isn't said by the prospect and react accordingly... that's more of an art.

SalesDuJour

Sales an artistic pseudo science with a blend of one part art and one part science. Too much art and you are out of the sales process. Too much process and the artistry is lost.

Thanks for a nice post!

Scott Marker

Is sales an art or a science, is an age-old question. If both, what is the percentage of each?

The answer for most B2B sales professionals is that it depends on specifics of the industry and the type of sales specific to that industry. However, no matter what industry, type of B2B sales, following proven best practices, process and utilizing a CRM system will “bring more science to the art of selling.”

So, B2B – business-to-business sales, when two or more people are involved, will always be partially an art. The goal for every sales force is to “bring more science to the art.”

Best Regards,

Scott Marker

20-year B2B sales veteran
Publisher and Author

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