“Sales – when done right – is more than a job. It is an art.” – Ben Stein

Ben Stein, the lawyer, writer, actor and economist, recently wrote a great article for The New York Times about the sales profession, and the respect he has for it. His first job was selling shoes for Shoe Giant. He recounts special memories of people who have sold brilliantly, including car and insurance salesmen, and says that each of us (doctors, lawyers, waiters, etc.) sell something every day. We sell ourselves, our beliefs, our services, our products, our daily specials.

Stein goes on to describe sales as, “It is learning the product you are selling, learning it so well that you can describe it while doing a pirouette of smiles for the customer and talking about the latest football scores. It is knowing human nature so well that you can align the attributes of your product or service cleanly with the needs and wants of your customers.” Sales is a balancing act, and an art form.

Have you encountered an excellent salesman? How do you sell yourself? Share your comments below.

When I saw this Retail Sales Training video from Beyond the Box, I was reminded that associates don’t have to be pushy, but they also shouldn’t be afraid to ask for the sale. Retail is, after all, a sales driven business. And, that being said, there’s no better way to advance your career in retail than success on the sales floor.

Beyond the Box Retail Sales Training Tip Video

NRF Foundation has a number of resources to help improve performance in the areas of gaining customer commitment, offering add-ons, closing the sale, and implementing a follow-up plan. We also have a National Professional Certification in Sales that formally documents that a candidate has the knowledge to apply sales skills and make a judgment about what is best to do in a sales situation. So, if you are in need of some new sales training resources, don’t be afraid to ask for that either.