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The trick: no tricks
Written by: Sue BarrettArticle Overview: Yet another brochure has landed on my desk inviting me to learn the tricks on how to sell successfully. I wonder how many people will take the bait this time. The motivation circuit in fact is full of sales people who, for a hefty fee, will explain how they hit the big time and offer to share their tricks. Well, here is some advice for free: this approach never works.
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The trick: no tricks
Yet another brochure has landed on my desk inviting me to learn the tricks on how to sell successfully. I wonder how many people will take the bait this time. The motivation circuit in fact is full of sales people who, for a hefty fee, will explain how they hit the big time and offer to share their tricks.
Well, here is some advice for free: this approach never works. Most people don't want to be tricked and don't want to trick others. What they do want is an honest and open relationship because good selling is based on delivering what you said you would.
As customers, we are crying out for sales people who are proactive, take the time to listen and understand us, match our needs effectively with our products and services and leave us feeling we have engaged in an honest and open relationship based on trust and respect. And if we get it, we are even prepared to pay a premium.
Sales have moved on from the approach of the 1990s, when product-focused sales teams had little interest in establishing authentic long-term business relationships with clients. Back then, most sales teams were either aggressive and adversarial (leaving clients feeling battered and worn) or soft and insipid, basing their relationship on mateship, special deals and long lunches.
Now the best sales people are more sophisticated. They call on the right level of buyer, interact more strategically with the client and offer beneficial solutions based on value.
And they understand that trust, not tricks, is the key to success.
Remember everybody lives by selling something.
Success Isn't Magic
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Closing - No Tricks Required
It's Never As Bad As You Expect
E-mail Tricks to Save You Time and Reduce Notes
Article Tags: 1990s, beneficial solutions, big time, brochure, desk, hefty fee, motivation, open relationship, term business relationships
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About the Author: Sue Barrett RSS for Sue's articles - Visit Sue's website  Sue is one of the leading voices commenting on sales today. Sue has a unique way of getting to the heart of the matter - she combines extensive knowledge, research, insight, and practical experience with a deep sense of compassion to bring forth a more enlightened way of thinking and participating in the world. This makes her stand out from the usual crowd of existing business commentators. Her ability to distill complex ideas and relate them to life's everyday challenges and opportunities has audience members and readers leaving with a stronger understanding of "self" and how they can begin to achieve excellence through purposeful action. Presenting and writing on a wide range of topics about the world of 21st Century selling Sue's presentations and articles include sales philosophy and culture, sales leadership and coaching, sales training, selling skills, resilience, neuroscience in selling and more. Sue's articles are some of the most widely read in Australia and she is gaining a following overseas as well. Besides publishing on Barrett Sales Blog site, Sue has been the lead sales writer for www.smartcompany.com.au since 2007, and is also regularly published on other highly regarded publications such as Australian Anthill Magazine, Niche Magazine, Marketing Mag, Business Chicks, and Business Deals. Click here to visit Sue's website   Motivation or manipulation Thinking of promoting your best sales performer to sales manager Think again What are the benefits of a CRM system in your business Part 2 The relationship of revenue growth to your job Walk a mile in my shoes |
Related Forum Posts
I am a newbie to this forum
- I am a newbie to this forum site. I hope you guys help me always if I fall in trouble.
And I'm really happy to join with you. Pls share your valuable tips and tricks with me.
Re: Please delete spam posts!
- I can see giving them the benefit of the doubt but I guess I am the opposite. I usually stay on the cautious side. It's probably because I currently moderate several forums and have moderated several others in the past, so I have seen all the tricks and get VERY tired of spammers!
More often than not a post that is even a little bit questionable will turn out to be spam if you really look into it.
Re: Where you can get an ipad2 3G for $5
- It's a CPA marketing trick. They are all over the place and you should not fall for them. In fact, I am very disappointed to see one of our own moderators posting this here!
Re: Search Engine Tips and Ideas - Share Yours
- There are literally hundreds of search engine tricks that can help you bring up different search results from "" to (), my advice would be to google them, this way you can pick out the best ones to suit you.
Re: Promote Websites You Don't Own!
- Hi Anelly,
What is your strategy for becoming a guest blogger? Can you share how you become a guest blogger? Any tips or tricks?
Jeff
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