I find it fascinating that so many people hate to sell. Yep – those are the words they use – the ones I hear over and over again “I hate to sell.”
Why? I find that so intriguing. The only answer I can come up with is somewhere in their professional careers they have come into contact with a book, sales training or a coach that made them believe that sales was high pressure, me focused, and high stress.
When in actuality sales is nothing like that (if you are good at it – if you are at the top of your game.) Sales is about helping people – period, bottom line, end of story. It is about listening, asking questions and learning what people need so you can help them identify the product or service that will more than satisfy that need. (Okay – perhaps over simplified but you get my point.)
If you fall into the category of people who say they hate to sell, then take a moment and ask yourself do you care about people and do you genuinely want to help them. I know for most of us the answer will be yes.
Follow these simple steps
Then follow these simple steps to begin the shift from someone who hates to sell to becoming to someone who loves to sell!
- Win more sales, stop selling – focus on helping
- To speed up your sales, slow down – series of small closes – know your customer and let them set the pace
- To make decisions easier, offer fewer options – start with the small pain point
- To be more natural, prepare like crazy – customers suffer no fools – do not waste their time
- To get bigger contracts, start smaller – Let the clients try
- To speed up your learning curve fail fast – embrace mistakes – don’t wait to be perfect to get started
- To differentiate your offering becoming the differentiator – you sell a commodity – know your value and how to share it
Now get out there and sell!