The Art of Sales

By Bülent Belbez

I consider the art of sales to be a chess game well-thought, strategically planned and played carefully. One needs to know the rules of the game and the ethics. It is not only a matter of how well you know the game or play it but also a matter of human psychology, soul, character (which includes the elements of patience), fear, insights, instincts and correct observation without being hasty or careless which will help you prevail. It is a matter of how we behave when we are under pressure, when we are surprised and when we realise that we are not going to win. Can we control our nerves? Can we take it easy? Can we look for a different plan and adapt quickly when things go wrong? This is an art and it is more important than the knowledge. It comes with experience. The more you play, the more you are in control. The Art of Sales is based on exactly the same thinking. Play safely.

• Language: English
• Publisher: Austin Macauley Publishers
• Release date: Mar 31, 2022
• ISBN: 9781398481978

Bülent Belbez

Bülent Belbez was born in 1968 in Istanbul, turkey. He is a chemical engineer with a BS and MS. Bülent received another MS in food science and technology in USA. He worked three years in technical and 14 years in sales at multinational and Turkish companies. Bülent has been tutoring business English lessons as a freelzice tutor since 2015. He is the author of the book A Journey into Sales and The Art of sales.

Book preview

About the Author

Bülent Belbez was born in 1968 in Istanbul, Turkey. He is a chemical engineer with a B.S. and M.S. He received another M.S. in Food Science and Technology in USA. He worked three years in Technical and 14 years in Sales at multinational and Turkish companies. He has been tutoring Business English lessons as a freelance tutor since 2015. He is the author of book A Journey into Sales.

Dedication

To my parents

Copyright Information ©

Bülent Belbez 2022

The right of Bülent Belbez to be identified as author of this work has been asserted by the author in accordance with section 77 and 78 of the Copyright, Designs and Patents Act 1988.

All rights reserved. No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior permission of the publishers.

Any person who commits any unauthorised act in relation to this publication may be liable to criminal prosecution and civil claims for damages.

The story, experiences, and words are the author’s alone.

A CIP catalogue record for this title is available from the British Library.

ISBN 9781398481961 (Paperback)

ISBN 9781398481978 (ePub e-book)

www.austinmacauley.com

First Published 2022

Austin Macauley Publishers Ltd®1 Canada Square

Canary Wharf

London

E14 5AA

Acknowledgements

I would like to thank Aliye Acaroglu, M.D. once more for convincing me to write a second book as she believed, there was more information left in my library drawers. I appreciate the spiritual support of Prof. İnci Mevlitoglu, M.D in my writing once more by saying the best way of sharing knowledge is to put it on to papers.

I am thankful to my parents for their everlasting support and love. Special thanks to my friend, Kâmil Maviyıldız, for his friendship and our long conversations. I always appreciate my cousin, Yavuz Erkan’s faith in me. I am sincerely in debt to all the people who had read my first book and gave me feedback on it which gave me courage to write this book.

Introduction

The spirit of selling ideas, products and services around the tables in all forms, sizes, materials, located in different places, rooms, halls, restaurants, cafes are perhaps the most important moments in our lives every day. The decision makings (sometimes critically important) are made through this mechanism. An offer made for a job at the end of a winning interview, an account won from a sales meeting, a successful internal company meeting, a promotion or a lay off declared, a proposal made or several solutions created or messed up related to business or family. I wanted to bring out attention in some of the elements playing a key role in these conversations based on different factors. Human psychology and attitude are all, that leads in guiding these talks, decision makings, failures or wins. There is no guarantee or righteousness to be a winner in all approaches but there are certain ways, norms, basics and protocols to follow.

As much as one sticks to the universal rules by the book and uses his or her heart with sincerity, the chances are more likely to achieve something. You don’t have to win or get the yes answer all the time.

As much as the positive, the negative also gives you an opportunity to evaluate on what, why and how it happened. No matter what you wish for, always be prepared for any outcome, don’t get discouraged or collapse. There will always be the next chance.

1. Passion

According to the definition in Urban Dictionary, passion is when you put more energy into something than is required to do it. It is more than enthusiasm or excitement, passion is ambition that is materialized into action to put as much heart, mind, body and soul into something as is possible.

If you can’t figure out your purpose, figure out your passion. For your passion will lead you right into your purpose.

Bishop T.D. Jakes

The passion, which guided me in all of my works, was the passion that I wanted to use the natural forces for the benefit of mankind.

Nikola Tesla (from the book Tesla – Man Out of Time)

Think in every moment like a real Roman. Do your work in hand with an impeccable and modest nobility, involve your emotions, with a consciousness of freedom and fairness, do it as a person free of other thoughts.

Marcus Aurelius

In the book Masters of Enterprise written by H.W. Brands, there are several good remarks of the famous entrepreneurs:

Walt Disney said once:

Invent your own job, take such an interest in it that you eat, sleep, dream, walk, talk, and live nothing, but your work until you succeed.

In the McDonald’s System, what distinguished Ray Kroc from hundreds of other fast food entrepreneurs was his fanaticism about quality. No detail was too small to escape his notice.

Nike managed to create a need where none had existed. Knight