Stop Selling Now!
Stop Selling Now!
And yet so many of us who buy those books and tapes fail to achieve what the authors promise. Why?
The reason is simple. A lot of the time we’ve bought the books or tapes in the first place because we’re at a point in business where financially our back may be against the wall. Whether we’re just starting out, or have been in business for a while and hit a slump, we’re gripped with a feeling of desperation. We might even be saying to ourselves, “I’ve got to close some sales to pay the bills.”
However, when we come from this point of view and try to sell, it rarely works. People sense our desperation and choose not to buy. This of course only intensifies our feelings and panic may even set in.
Anyone who has been in this place knows how difficult it seems to get out of it. And yet it is critical to break out to succeed. But how?
First and most importantly, stop trying to sell. It’s vitally important not to look or sound like you’re selling. Focus on your product or service instead of your own needs. This in itself will redirect you in a way that will shift what you’re communicating to your prospective customer. Next, focus almost entirely on the wants and needs of your customer.
Listening is the key! But stop listening to the voice in your head that says you need to close a sale now, and instead listen fully to what your prospective customer is telling you.
Listening for their problems and complaints is the single most important thing you can do. Why? Because these are the steps to the sale!
Here’s the real definition of selling – helping people make a decision that’s best for them. Since most people have a hard time making up their minds about anything, it’s up to you to help guide them to that decision that will most benefit them. And that usually involves your product or service, doesn’t it? But you can’t do this until you’ve stopped the chatter in your own head long enough to hear what their complaint is in order for you to propose the best solution.
Getting your own needs and income out of the way is hard. But it’s difficult to get something when you really need it. Wanting in life usually works far better than needing. So remember, stop needing to sell something. Want to help others first, and help yourself in the process.
Stop Selling Now - To learn more about this author, visit Riley Cardwell's Website.
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We’ve heard about and seen books and audiotapes that promise to turn us into champion sales people. A lot of these books and tapes even claim to have certain “secrets” that we can’t do without if we want to succeed in business.
And yet so many of us who buy those books and tapes fail to achieve what the authors promise. Why?
The reason is simple. A lot of the time we’ve bought the books or tapes in the first place because we’re at a point in business where financially our back may be against the wall. Whether we’re just starting out, or have been in business for a while and hit a slump, we’re gripped with a feeling of desperation. We might even be saying to ourselves, “I’ve got to close some sales to pay the bills.”
However, when we come from this point of view and try to sell, it rarely works. People sense our desperation and choose not to buy. This of course only intensifies our feelings and panic may even set in.
Anyone who has been in this place knows how difficult it seems to get out of it. And yet it is critical to break out to succeed. But how?
First and most importantly, stop trying to sell. It’s vitally important not to look or sound like you’re selling. Focus on your product or service instead of your own needs. This in itself will redirect you in a way that will shift what you’re communicating to your prospective customer. Next, focus almost entirely on the wants and needs of your customer.
Listening is the key! But stop listening to the voice in your head that says you need to close a sale now, and instead listen fully to what your prospective customer is telling you.
Listening for their problems and complaints is the single most important thing you can do. Why? Because these are the steps to the sale!
Here’s the real definition of selling – helping people make a decision that’s best for them. Since most people have a hard time making up their minds about anything, it’s up to you to help guide them to that decision that will most benefit them. And that usually involves your product or service, doesn’t it? But you can’t do this until you’ve stopped the chatter in your own head long enough to hear what their complaint is in order for you to propose the best solution.
Getting your own needs and income out of the way is hard. But it’s difficult to get something when you really need it. Wanting in life usually works far better than needing. So remember, stop needing to sell something. Want to help others first, and help yourself in the process.
Stop Selling Now - To learn more about this author, visit Riley Cardwell's Website.
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I am new in sales and am struggling. I was looking for some helpful hints and this is good stuff!
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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 |
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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 |
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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 |
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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 |
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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 |
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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 |
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