Search
  • Jerry Phillips

Is Selling A Science Or Is It An Art?

Is selling a science or is it an art? We believe that it is a balance of both. What do you believe?

Let’s start with a definition of Science. While there are several definitions, this one seems to cover the basics:

Science is the pursuit and application of knowledge and understanding of the natural and social world following a systematic methodology based on evidence.

Science is involved in cooking, eating, breathing, driving, playing, etc. The fabric we wear, the brush and paste we use, the shampoo, the talcum powder, the oil we apply, everything is the consequence of advancement of science. Life is unimaginable without all this, as it has become a necessity.

There are many definitions for Art as well:

Definition of art: something that is created with imagination and skill and that is beautiful or that expresses important ideas or feelings. It’s a skill acquired by experience, study, or observation.

Art influences society by changing opinions and persuading.

We don’t often equate science and art with selling. But there must be both to successfully navigate a sales process, especially if you are selling a commodity product or service.

Sales Science is built on a strategy, technology, people, and process. Sales Art is built on skillful execution of the strategy using technology and process to help you influence and persuade people.

You can use your current CRM and other technology to determine customer buying triggers through a customer mirroring process. That process then can create directive actions for your sales team to improve close rates and shorten selling cycles.

By instituting the Sales Science and Art process a welding supply selling specialty gases increased their top line by 10X in less than three years. It’s that powerful of process. Are you fully utilizing your technology, and your people?

8 views0 comments

Recent Posts

See All

As the headlines share with us daily, finding talented people to work in your company is difficult. There is a need to always be looking for talent and have a process to attract and hire the right peo

While Covid and the lock downs have been challenging for business, there have been some benefits as well. In our business, we used to travel a great deal. There is a cost to the travel in expenses a

I’ve read a great deal about how companies are having difficulty hiring talented people and how it has led to some companies relaxing their criteria for hiring. I strongly support that needing a coll