SALES - Knowledge is Key

SALES – Knowledge is Key


By Nikki Viljoen – Viljoen Consulting CC November 2009.

I know that I am one of the most impatient people on the planet. Talk about instant gratification – when I want something, I want it right now! Sounds familiar doesn’t it? Fact of the matter is that I am no different from most people on the face of the earth and certainly no different from any of my SMME colleagues.

Here’s the thing though, you would not expect yourself to become proficient or an expert after one piano lesson or a master chef from reading one cookery book, so why on earth would you expect yourself to become an expert sales person after making just one sale? Doesn’t make any kind of logical sense now does it?

Like most things in life I have to keep learning about it, I have to keep reading up on it, I have to keep implementing what I have learnt. I have to keep up to date with the trends and what is happening in my working and business environment. Those of you who know me and who have been in my office will attest to the large piles of books, magazines and articles that I have all over the place, not to mention the pile of magazines in the bathroom and the toilet. As I have mentioned in some of my articles before, much of what I write is what I most need to hear and this is no exception. As I do the research for and write these articles for my blog and to share with my fellow SMME’s so I learn and grow my own business.

I understand that after almost 40 years since I was last in a classroom, I have to again become a student and learn, not only about selling but all the other skills that are needed as a small business owner. Skills such as branding and marketing, general business skills, skills around negotiation and the ‘how to’ of people skills and please don’t forget anything and everything around finance and tax. New technology also needs to be understood to a certain degree and for me that means knowing what can be done rather than how it does it.

Of late, I find myself becoming quite an information junkie, I devour books, magazines and shamelessly trawl the internet for information, I can’t seem to get enough and I also seem to need more and more.

Don’t forget though, although the saying is ‘knowledge is power’ the true power is unleashed when you do something with that knowledge! So don’t just be learning, make sure that you do something with your new found knowledge. That’s the key!

Nikki is an Internal Auditor and Business Administration Specialist who can be contacted on 083 702 8849 or nikki@viljoenconsulting.co.za or http://www.viljoenconsulting.co.za