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Guest post by: Leanne Hoagland-Smith Become an Author

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How come as a kid you could sell your parents on almost anything? Now you are having trouble selling your customers on your products and services even though you know they need them. So what gives?

The answer to this question is not just one thing, but rather a combination of things that are keeping you from your goal to sell more and consequently to increase sales.

One different thing between then and now is the relationship between the seller and buyer. In many cases, sales professionals have not invested the time to build the relationship. One of my colleagues just secured a significant contract with a company she had known for years. Over time, she consistently worked on building the relationship with the CEO and several board members.

Relationships selling is developed from a point of mutual trust and respect. Even if you have known someone for a long time, knowing will not necessarily translate into a deeper relationship. Your credibility emanates your daily behaviors and not just your sales behaviors. This is why it is so important to have a written values statement about those negotiable behaviors you will demonstrate 24/7/365.

Intertwined within the relationship is this key word assumption. Between children and parents there are an underlying assumptions. What assumptions are present between you and that potential customer (a.k.a. prospect)? Just because you know him or her and have built a relationship does not automatically translate into being the first person on his or her buying radar list.

Assumptions lead to this other thing called value. As a sales professional you still must demonstrate value your products and services bring to the potential client. The better you can demonstrate this value, the greater likelihood in achieving your goal to increase sales. Parents and children for the most part have value built into their relationship.

Another reason why kids sell better than adults is because they employ simplicity. There aren’t any fancy PowerPoint presentations or glitzy 4 color brochures. By using simple words reinforced with authentic body language and emotions, the child can make just the word Please sound like a command, a plea and a word of gratitude simultaneously.

So if you wish to increase sales (who doesn't?), then determine if you need to reassess the child within you.

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