Nothing Happens until someone Sells something!
Nothing Happens until someone Sells something!
Sales is not a dirty word as some would have you believe. The act of selling is a powerful one, particularly when in the hands of honorable and good intentioned people. In fact, sales or the act of selling is the oldest profession still in existence today. I’m not referring solely to the process of selling products or services in a business. I’m talking about selling yourself – your ideas, opinions, values, desires or objections. There is little you can obtain in this world without the skills of selling or influencing another first.
Sure you can be successful without overtly selling, but if you look a little closer into every situation, there is always a seller and a buyer. From a sweaty palmed suitor, bending down on one knee to ask his unsuspecting girlfriend to take his hand in matrimony, to the high powered CEO trying to sway the board to agree to a multi million dollar restructure. The undercurrent is always selling, or what I call, influencing. Whether in your face or not, selling remains a universal law and truth that gets thing done. Nothing happens until someone sells something!
As babies we’ve already learned how to sell before speaking and walking. We learn very quickly how to influence the attention and behaviours of our parents with the right facial expressions and the appropriate scream or cry. Very early on in our life journey these are the methods we use to sell, influence, and make others do what we want them to do. Think about it for a minute... those of us that have kids know full well how damn persuasive and influential our young children can be when they want something. They instinctively possess all the skills: persistence, determination, innovation, incessant questioning and challenging the boundaries, until they get what they want.
In fact, our survival both individually and collectively as a race, hinges on our abilities to influence and persuade others to get what we want. The selling instinct is coded into our DNA. It’s debatable, but this innate ability alone is a key contributor to the human race being so remarkable and inimitable.
The early pioneers sold themselves to overcome insurmountable odds. How they could sail unchartered seas, scale seemingly un-climbable mountains or befriend or overpower foreign races. Someone had to first sell themselves on a possibility and then sell and influence others to manifest the possibility into reality.
The selling instinct serves in no uncertain terms. Where and how selling doesn’t serve is when unscrupulous individuals or groups use this power and influence for self gain alone, at the expense of others. This type of selling does little but preserve selling’s old school stigma, born from sleazy insurance and self focus second hand car salesman.
Here is what’s most important to understand: We all sell in some form every day in so many ways. To not understand this universal law renders a person incapable of truly understanding themselves or having the capacity to truly understand and influence others. Dale Carnegie wrote a famous book ‘How to win friends and influence people.” This book is a timeless reference and its contents demonstrate the immense power in speaking and doing ill of no person. This way of being is powerful and emphasises the propensity of human character to judge things, people or circumstances we don’t necessarily fully understand.
This brings us to the concept of empathy. To truly understand something you must first take an avid interest in it. Selling is no different. Whether in a business or social setting, taking a genuine interest in someone and genuinely attempting to understand them is called showing Empathy. Empathy is without question a critical level of understanding that gives us the capacity to understand another persons feelings and the emotions connected to those feelings. Without empathy we are incapable of truly connecting with others and developing meaningful relationships with them.
So given all of this, how can we sell consciously, in a positive manner, that results in genuine meaning to the customer - to produce a win-win outcome? The answer is selling with empathy, or better: Empathy Selling.
Empathy Selling™ is process that enables a sales person to genuinely connect with and understand their customers. Hidden under every stated need is an underlying or implicit motivator - driven by emotions. If you can tap into the emotions of your customers you will uncover; who they really are, what they stand for, where they are going in life, and importantly, what’s most important to them. With this knowledge the sales person is empowered to best address their hidden needs and also provide solutions to the problems the customer may or may not be conscious of. Empathy Selling™ cuts through obvious symptoms and gets straight to the heart of less overt root causes.
Research has shown that sales people who demonstrate empathy with their customers can be up to 50% more effective than those that demonstrate no empathy/skill or ability to genuinely connect with their customers. This may sound exaggerated, but true, such is the power of empathy and empowering your sales people to better understand your customers.
Nothing Happens until someone Sells something - To learn more about this author, visit Trent Leyshan's Website.
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What does it really mean to sell something? An idea, a dream, our values, an opinion, or ones self interests? Selling is simply: a transfer of enthusiasm and trust in someone or something. With this trust is born a responsibility and commitment to honor that trust, and do so willingly, no matter how challenging.
Sales is not a dirty word as some would have you believe. The act of selling is a powerful one, particularly when in the hands of honorable and good intentioned people. In fact, sales or the act of selling is the oldest profession still in existence today. I’m not referring solely to the process of selling products or services in a business. I’m talking about selling yourself – your ideas, opinions, values, desires or objections. There is little you can obtain in this world without the skills of selling or influencing another first.
Sure you can be successful without overtly selling, but if you look a little closer into every situation, there is always a seller and a buyer. From a sweaty palmed suitor, bending down on one knee to ask his unsuspecting girlfriend to take his hand in matrimony, to the high powered CEO trying to sway the board to agree to a multi million dollar restructure. The undercurrent is always selling, or what I call, influencing. Whether in your face or not, selling remains a universal law and truth that gets thing done. Nothing happens until someone sells something!
As babies we’ve already learned how to sell before speaking and walking. We learn very quickly how to influence the attention and behaviours of our parents with the right facial expressions and the appropriate scream or cry. Very early on in our life journey these are the methods we use to sell, influence, and make others do what we want them to do. Think about it for a minute... those of us that have kids know full well how damn persuasive and influential our young children can be when they want something. They instinctively possess all the skills: persistence, determination, innovation, incessant questioning and challenging the boundaries, until they get what they want.
In fact, our survival both individually and collectively as a race, hinges on our abilities to influence and persuade others to get what we want. The selling instinct is coded into our DNA. It’s debatable, but this innate ability alone is a key contributor to the human race being so remarkable and inimitable.
The early pioneers sold themselves to overcome insurmountable odds. How they could sail unchartered seas, scale seemingly un-climbable mountains or befriend or overpower foreign races. Someone had to first sell themselves on a possibility and then sell and influence others to manifest the possibility into reality.
The selling instinct serves in no uncertain terms. Where and how selling doesn’t serve is when unscrupulous individuals or groups use this power and influence for self gain alone, at the expense of others. This type of selling does little but preserve selling’s old school stigma, born from sleazy insurance and self focus second hand car salesman.
Here is what’s most important to understand: We all sell in some form every day in so many ways. To not understand this universal law renders a person incapable of truly understanding themselves or having the capacity to truly understand and influence others. Dale Carnegie wrote a famous book ‘How to win friends and influence people.” This book is a timeless reference and its contents demonstrate the immense power in speaking and doing ill of no person. This way of being is powerful and emphasises the propensity of human character to judge things, people or circumstances we don’t necessarily fully understand.
This brings us to the concept of empathy. To truly understand something you must first take an avid interest in it. Selling is no different. Whether in a business or social setting, taking a genuine interest in someone and genuinely attempting to understand them is called showing Empathy. Empathy is without question a critical level of understanding that gives us the capacity to understand another persons feelings and the emotions connected to those feelings. Without empathy we are incapable of truly connecting with others and developing meaningful relationships with them.
So given all of this, how can we sell consciously, in a positive manner, that results in genuine meaning to the customer - to produce a win-win outcome? The answer is selling with empathy, or better: Empathy Selling.
Empathy Selling™ is process that enables a sales person to genuinely connect with and understand their customers. Hidden under every stated need is an underlying or implicit motivator - driven by emotions. If you can tap into the emotions of your customers you will uncover; who they really are, what they stand for, where they are going in life, and importantly, what’s most important to them. With this knowledge the sales person is empowered to best address their hidden needs and also provide solutions to the problems the customer may or may not be conscious of. Empathy Selling™ cuts through obvious symptoms and gets straight to the heart of less overt root causes.
Research has shown that sales people who demonstrate empathy with their customers can be up to 50% more effective than those that demonstrate no empathy/skill or ability to genuinely connect with their customers. This may sound exaggerated, but true, such is the power of empathy and empowering your sales people to better understand your customers.
Nothing Happens until someone Sells something - To learn more about this author, visit Trent Leyshan's Website.
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