Selling is the Highest Paid Profession
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.
Like this article? Share it with your friends
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.
Like this article? Share it with your friends
 | |
 |
No article feedback found. |
| |
Leave Your Feedback |
 | |
| |||
Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
|||
Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
|||
George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
|||
John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
|||
Staging DivaDebra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website |
|||
Jay Kubassek(Jay's Full Bio: EvanCarmichael.com/jaykubassek) In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.
As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)
Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. Jay resides in NYC with his wife Jamie, son Milo and dog Cooper. Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website |
|||
|
To learn more about the Evan Elite Author Program please contact us. | |||
 | |
|  |
Subscribe to Ron's articles
 | |
|
|  |
 |
|
Behaviors of Successful Business Owners - EvanCarmichael.com expert Ron Finklestein discussed how to create a profitable business and how to avoid some of the common mistakes.
|
|
|
 | |||||||
|
 | ||
 |
||
|
||
 |
||
|
| ||
 |
| Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details. |
|
|
 |
| Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media |
|
|
 |
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"
Click Here To Learn More |
|
|
|
|
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
|
|
|
 TeleSeminar Etiquette Networking Royally Law of Attraction Personal Leadership Relationships and Referrals |
|
 | ||
 |
Top Social Business Blogs
Top Social Entrepreneur Blogs | |
 |
Top 50 Political Blogs
Top Political Blogs of 2009 | |
| ||
 | ||||
| ||||
|
| ||||
| ||||
|
|
|
|
|
||||||||||||
|
Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
|
|
|
