The trick: no tricks

Guest post by: Sue Barrett
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How Your Procurement Practices Affect Your Sales and Brand - By Sue Barrett

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.

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Free PDF Download
How Your Procurement Practices Affect Your Sales and Brand - By Sue Barrett

About the Author: Sue Barrett

RSS for Sue's articles - Visit Sue's website
'Selling is everybody's business and everybody lives by selling something' so says Sue Barrett, sales expert, writer, business speaker and adviser, facilitator, sales coach, training provider and entrepreneur. Sue founded Barrett in 1995 to positively transform the culture, capability and continuous learning of leaders, teams and businesses by developing sales driven organisations that are equipped for the 21st Century. Since inception, Barrett has worked with hundreds of Australian companies challenging thinking to create compelling reasons and continuous learning pathways for people and organisations to develop their skills, knowledge and mindsets to create the shifts they want and ensure they are well informed and equipped for the sales journey ahead.
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.

More from Sue Barrett
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The cost of poor sales selection
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