Selling is the Highest Paid Profession.
Wrong! Selling has nothing to do with your success.
Remember this truth: Selling has nothing to do with your success!
Helping others to buy has everything to do with your success!
You made an appointment with a sales representative and you wish there was a way to cancel the call. You do not want to hear someone talk about how good their products and services are.
What you really want is someone who will listen to you and help you to understand the implications of your decision, help you define the correct course of action and help you though the buying process.
That is not selling – that is helping someone to buy. That is treating them the way they want to be treated.
It is a totally different approach to selling because through proper questioning you can quickly determine if the prospect is someone in need of your products or services.
You can treat them the way they want to be treated. Novel idea, right? It is an idea whose time has come.
What? Treat them the way the want to be treated. You heard that right.
Implementing a sales strategy of treating others the way they want to be treated allows you to:
-not look like a slick sales representative but a trusted advisor
-eliminate the fear of rejection because you will understand why people do what they do
-close more sales because you are meeting them on their terms and treating them the way they want to be treated
-take the stress out of sales because you are selling from a position of strength.
Many people think sales is about selling, doing trial closes and manipulating people to buy from you. There are sales people who do that but they hurt all of us and they eliminate any possibility of repeat sales. We’ve all met sales people that made you wonder why you purchased their product. What happened?
You weren’t ready, you did not want that product and you don’t feel like you were listened to. Yet you still made the purchase.
That approach works if you are selling and you don’t care about the people you are selling to.
That approach works if you don’t care about repeat business.
That approach works if you don’t care what people think about you.
That approach works if you want people to run the other way when they see you.
That approach works if you like to fight for an appointment, you like to conquer, and you need constant reassurance that you are good.
That approach does not work if you want to create long term relationships with your clients or customers.
Remember people prefer buying and not being sold.
What many people don’t understand is that everybody sells – all the time.
If you are a parent you don’t want to force your children to do something, you want them to see the light for themselves.
If you are with friends, and you want to take in a particular movie you must persuade (sell) your friends to go to that movie.
If you are an employer you are constantly selling your ideas and proposal to your employees.
If you are business owner you must sell your clients on maintaining the buying relationship. If you don’t have the buying relationship you want to help them understand that buying from you is in their best interest.
We sell every day and we don’t realize it.
You sometimes meet people that you bond with immediately and taking them through the buying process is easy. It doesn’t feel like selling. There is instant rapport. They buy from you and enjoy it.
I was in a meeting yesterday and I heard a comment that blew me away. “I pay your full fee and I pay it because I want to and I am getting great value for the price.”
Would you want your customers to feel that way about you?
You must understand that as a business professional you must sell differently than a true sales professional. A business professional (accountant, lawyer, financial planner, business owner, etc) must be perceived and believed as a true professional first and a sales professional second.
To Your Success,
Ron Finklestein
330-990-0788
info@yourbusinesscoach.net
Selling is the Highest Paid Profession - To learn more about this author, visit Ron Finklestein's Website.
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