Stylin' in Sales

Welcome

So you’re thinking of pursuing a serious career in one of the most high-stake and biggest commitment fields possible? Have you thought of the insane amount of time you will spend giving the job everything you have? Have you thought of the unbelievably high risks that will be on the line as you step up and give important presentations in front of large audiences? Can you even comprehend the stress levels you will undertake as you eat, sleep, and dream sales all day and night for the rest of your life? If you have, then welcome. Corporate sales is not only one of the most intense careers but it’s also one of the most rewarding and exhilarating careers that you could possibly attempt to endure. However, there is an extremely thin line that separates an ordinary salesman from an outstanding salesman. That line is called communication.

It takes a special type of person to become elite in the corporate sales world. You see, many people believe that salesmen simply have to be arrogant, aggressive and demanding so that they come off as powerful and persuasive. However, any real salesman would know that it is quite the contrary. Being aggressive and relentless isn’t necessarily the formula to persuasiveness. Understanding the desires and  the needs of a buyer is an art, and that understanding is crucial. Knowing how to meet their needs and provide exceptional emotional value to the buyer is also essential. Yet, the thing that is absolutely imperative is the ability to express an idea in a way so that the customer feels and sees exactly how perfect the idea really is and how they will benefit from making the purchase. If a salesman can master the art of rhetoric and truly understand the necessity of persuasion then they can become extremely successful in the corporate sales field. More specifically, if they can understand the way style plays into communication they can become exceptionally explosive.

                                              Prepare Yourself

In order to fully understand the ins and outs of quality communication and style, one must go through a rigorous workload from the start. Early in their college career, students will take on a substantially difficult amount of schoolwork as they take the “weed-out” classes like accounting, finance, economics, and marketing with thousands of other students. Not to mention, they will have to accustom themselves to having no summer breaks; finance students will need to get internships with different corporations in order to get their foot in the door. Students will have to learn everything they can from their superiors and meet as many new people as possible to open up their networking skills. Networking and communication are extremely correlated. The more people you can positively communicate with means the more potential clients and business partners you can obtain. These internships are spectacular examples of the importance of communication because if a salesman doesn’t know anyone, he is no longer a salesman. Sales are all about knowing as many people as possible and networking to the point where everyone knows, trusts, and loves you. Not to mention, one of the most important concepts that the students will master is the art of developing their sales “style”.

We know that when rhetoric is discussed, there are five basic canons: invention, arrangement, style, memory, and delivery. Anyone who has made a sale in their life knows that when it all comes down to it, it’s the virtues of “style” that make a sales executive successful. Here is an example:

John is a new college graduate who is finally about to give his first corporate sales pitch. He gets up to present himself in front of about fifteen potential clients who are trying to determine if they want to invest $450,000 into the firm. John begins confidently, but uses somewhat poor grammar as he attempts to sound intelligent. Everyone notices but nothing is said, because it is a professional setting. He proceeds to get to the point but is very ambiguous in doing so. He doesn’t explain very clearly what the long term goals are. He also doesn’t provide much convincing evidence as to how the goals will be accomplished. Many hands are raised in question and the control of the presentation is starting to flow to the audience. As he concludes he can feel the pressure and finishes without any confidence and without a “big finish”.

If you don’t quickly begin to study and scrutinize the virtues of style, you too will be like John on your first sales pitch. The lack of decorum, clarity, evidence, delivery, and correctness were all key factors to a terrific sales presentation that were missing. When someone is planning on investing their own money into an idea, they want to feel comforted with the knowledge that their money will be in great hands and even be multiplied. Once you realize that what they truly want is comfort, you can control the sale as you speak clearly and correctly, deliver with confidence, engage the audience, and of course persuasively display that their money is in great hands.

                                             Historic Examples

Back in the 1950’s, something unbelievably spectacular happened to the United States. As many other countries experienced awful economic blows and downfalls directly following World War II, the United States had tremendous success as their overall economy reached an increase of 37%. Many people accredited the success to President Eisenhower who appeared to have played a big role in the economic success as he lowered taxes and made adjustments to budgets. However, there may be one factor that has been widely overlooked. Perhaps one of the reasons that the economy went soaring in the United States is because there were instantly newfound needs that the American people had due to the fact that their country just went to war. When people have needs, it opens up a variety of windows and opportunities for corporate sales that we can’t even comprehend. Then, when salesmen can find a way to create a product that has value to a customer and communicate that overall value, they begin to have tremendous success. Salesmen all throughout the country created products that were valuable in the eyes of Americans. They used the virtues of style pristinely and the entire business world seized the moment while demonstrating great communication skills to sell stocks, products, and real estate to send the economy skyrocketing.

Even traced back to the ancient Greek civilization we can see similar success patterns in sales and rhetoric. The Greeks noticed specific problems that arose in their daily lives and they decided to come up with ideas and sell those ideas amongst their peers. For example, some Greek women noticed the distinct body odor that each person would give off. So, they decided to create a solution; in other words, perfume. They took their ideas and showed other women how great the perfume worked as well as the benefits that came from utilizing the fine perfumeries. Greek women not only ended up selling it to other Greeks, but also to other civilizations. This was one of the most basic, textbook selling strategies possible. If we look closely, we can see that the virtues of style were present in their selling. They were extremely clear as they identified a basic need. Then, they provided tangible evidence that the product smelled great and would mask bad odors. To conclude their sales they would’ve had to deliver the idea with a great incentive. 

Nowadays, the United States’ economy could benefit greatly by mimicking these same simple communication tactics used in ancient Greece. On top of that, the timing is perfect because we too are in very humble circumstances similar to those following World War II. The economy is simply waiting for good ideas to be brought forth and sold through magnificent styles of rhetoric. So again, I welcome you. If you think you can develop the rhetorical style to have what it takes to make billions in this dog-eat-dog world, it’s time to wake up. The sales world waits for nobody. 

Works Cited:

1) Scheidel, Walter, Ian Morris, and Richard P. Saller, eds. The Cambridge Economic History of the Greco-Roman World (2008) 

2) Shmoop Editorial Team. "Economy in World War II: Home Front." Shmoop.com. Shmoop University, Inc., 11 Nov. 2008. Web. 15 Dec. 2014.

Writing Plan for Corporate Sales

Audience:

                To be one of the elite in the corporate sales world, a person that has an absolute determination and motivation will always be the best man for the job. The people that won’t be able to sleep until they get what they want; the people that know exactly how to connect with others; the people that can make you smile at any given moment because they know exactly what you are thinking and what you want to hear. These are the people that are the perfect fit to make it big in this type of career field. In order to get there, their motivation will have to start from the beginning due to the school course load that they will have to endure. Finance, Accounting, Marketing, and Economics are not known for being the easiest of classes. Not to mention, summers are no longer a fun vacation with the family. They are typically filled with full time internships with large companies in major cities of the world. Although the classes and scheduling may initially seem rigorous, the phrase “it’s not about what you know but who you know” rings extremely true as communication is literally fundamental in this career.

Context:

            In both formal and informal settings, a corporate sales executive has to know what to say and how to say it at all times. It’s difficult to even fathom the type of mindset one must have in order to be able to read people’s minds and make specific deals become more attractive. Wouldn’t it be incredible to build relationships with an enormous amount of people and give them exactly what they are looking for while simultaneously making a profit? Everyone benefits! It’s simply incredible. If a salesman has studied his whole life but never talked to a person, he will get literally nowhere. However, when they can communicate in an elegant, persuasive manner he becomes dangerously successful.

Rhetoric:

I think it will be important to discuss the general ideas regarding the high, middle, and low styles of speech. Especially high because of the formal presentations that will need to be executed. There will have to be a very elegant, formal way of expressing ideas that click in the minds of others. Relationships with superiors, clients, and coworkers will all be slightly different but discussing the different ways to communicate would be beneficial. 

History:

History would play an imperative role in the fact that the recent national crisis that the economy has hit could motivate more people to become successful, innovative businessman. Sales is more important than ever in a country that just went through something comparable to the closest thing to the “next great depression”. Even more is on the line in the corporate sales world than ever. I think there are many advantages to discussing the history.

Development Plan:

I think more than anything, I want to open up with giving a brief overview of the history of sales with a focus on the past decade in America. Due to various economic downfalls, it is time that America needs to rise again and that means that corporate sales executives need to be able to present and sell products more than ever. With this comes an extreme need for persuasiveness and rhetorical genius.

I will then discuss the type of speeches that one who goes through with the field of rhetoric will need to perfect. Different situations call for different forms of communication. However, more than anything, I will make it clear and perhaps close the paper with the type of person and attitude the perfect corporate salesman will need to be and have. I think I can end it in a way to leave an impression on the reader if they can see the kind of endurance and internal drive it takes to be a top dog in a cut throat corporate environment that in turn can help the economy greatly.

Don't Sell Yourself Short in Corporate Sales

      Mr. Carter mentally prepares himself for the formal presentation he is about to give to a room full of high-end business executives to attempt to sell them a business that was originally bought for $1.2 million. The goal is to sell it for $3 million, resulting in a profit of over one and a half million dollars. Mr. Carter knew he would have to be absolutely pristine in every aspect of his appearance, presentation, and formality. He dressed himself up in his Giorgio Armani suit, his Zara tie, and his Hugo Boss cuff links and tie clips. In his world, it was game time. That means that it’s all or nothing. He knew that he had stand out if he wanted to make an impression on his boss, the other company’s consultants, and his acquaintances. Arrogance would make him lose credibility, however confidence was an absolute essential. 

According to “Silva Rhetoricae”, the purpose of utilizing the grand or high style of speech is simply to move- and that’s exactly what Mr. Carter intended on doing. If he really wanted to be successful with this presentation that would result in over $3 million of assets being transacted, he would clearly need to move and to persuade the entire room of people. To begin, Mr. Carter’s boss, also the CEO of the firm, got up to introduce Mr. Carter and formally approve Mr. Carter’s presentation as he thoroughly explains why Mr. Carter is such a successful and powerful businessman. Then, Mr. Carter begins with the following: “Thank you so much for that introduction Mr. Taylor. I am so thankful for this wonderful job I have to help others make smart financial decisions and I am also thankful for the time you all are giving me. We all know that time is one of the most valuable assets we can have. With that being said, I don’t want to waste any of it. It’s literally indisputable that buying the small business from us in Scranton, Pennsylvania is a steal. It’s profit margin has almost tripled in the past five years and every number regarding revenues on the income statement is at an all time high. It’s almost unfair. However, due to the changes we are making in our firm, we simply don’t have the time to continue to manage the business so that it continues to grow stronger. The solution is simple. We want to help other great companies like JacksonTyx (which is the company he is addressing) have great success as well. You are all respectable and we would like to give you the offer of buying the business from us before we offer it to anyone else. At the rates the small business is increasing in value, we know that we are being quite generous to you, however we want to continue to do business with you in the future which is why we are giving you such a bargain.”

Anyone who has their mind on money, knows that this is a high style of speech. When there are millions of dollars on the line, everyone in the room is intrigued. Mr. Carter knows that he builds his credibility (ethos) in multiple ways - beginning with the introduction from Mr. Taylor. His delivery was extremely smooth as he very confidently pitches the sale of buying out the company. He talks about how he wants to help other great businesses and how he wants to continue to maintain a relationship with JacksonTyx in the future. He also discusses the logistics of the deal and explains very clearly why buying the business would be so great. His delivery and style are only one of a successful businessman. Mr. Carter signed the deal that very day as his firm made a profit of $1.8 million. 

Conflict Issues and Special Topics of Invention in Corporate Sales

     Ironically, many people who know about Corporate Sales would most likely argue that it is one of the fields that has the most opportunities to be persuasive. In the corporate world, persuasive skills and appeals are absolutely essential.

     A typical example that occurs regularly in the corporate sales is something as follows: “Let me explain to you why our firm’s product is so much better and more efficient than Company X’s. Clearly, by the looks of our sales last year, we trumped Company X’s sales revenue by over 65 percent on the given product. We are selling it so rapidly that we are now opening up different markets in Canada, Mexico, and Brazil as we move to the worldwide scale. The product is much more useful due to the new high definition screen, the way it takes over 72 hours to run out of battery, and it’s lightning speed connection to the internet. It literally is not even fair to Company X because of how outstanding our rates are. We would completely agree with the New York Times front page last year when they said our product is ‘quite possibly the most innovative, exciting product that the country has seen in a decade’.” 

     There are literally numerous examples of persuasive appeals that are displayed in the above example. There is a heavy use of the common topic- “comparison”, as my company completely proves why it’s new product is so much better than Company X’s. In any kind of sales job, there will always be a lot of comparison between two firms. We have to exploit the weaknesses of the other firm to show why we are better. Also, we can se the use of “testimony” as we quote New York Times in their front headline. It gives us credibility as we show a big time source giving us credit. It makes us appear much more powerful and stronger as an organization. 

Communication and Persuasion in Corporate Sales

     "Corporate sales” is a field in which one must be able to express themselves and communicate their ideas in a very clear, convincing manner. Though it is similar to your everyday door to door consumer salesman, it differs in the fact that the corporate sales agent is working on a much larger scale because sales are made between two companies or large organizations. It is essential for corporate sales agents to be extremely persuasive as they are delivering sales pitches that can have influence over millions of dollars. Not to mention, they have to be capable of maintaining relations with all of the people that they possibly can in the business world to exploit networking. Those that are a part of the corporate sales world know that they must be extremely self-confident when communicating and persuading.

Due to the fact that sales are so high end and that the stakes are so high, the corporate sales setting is typically in front of many clients and colleagues in large conference rooms, offices, and even fancier restaurants.  Many people are usually involved in the decision making. Most corporate sales executives must be pristine when it comes to presenting products and displaying their potential. The people that are involved with the exchanges are usually pretty similar and have the same final goal- making their company allocate their finances in the best possible way and maximizing shareholder value in the long run. With this being said, the sales agent that is presenting a product must always be aware of the mindsets of the people sitting on the other side of the room in order to be much more persuasive. Clearly, all that corporates sales really is when it comes down to it is communication and persuasion. 

I realized that I love working very closely to people when I was serving my mission in Barcelona, Spain. In order to get old Spaniards that were born into the Catholic church to even look at you, you had to be very persuasive and at the very least grab their attention. I quickly found a true love for not only the Gospel but helping people see the light in what we shared. After arriving home, I realized that I think I would really enjoy sales. If I can get a good product that will help benefit others, I would love to go around and sell them the product so that they can see the positive benefits of it and how it will make their lives easier. 

I have found most of my information from talking to people that are involved in corporate sales. I have family and friends that are or have been involved with that kind of career and it still continues to intrigue me. When I signed up for English Rhetoric, I didn’t really think that the course would help me with my career. However, to my mistake, if I can master some of the rhetoric principles that we are taught, I will be able to be explosively persuasive.