Selling can suck badly, if you’re doing it wrong.
I use to think that any form of selling sucked, but it was because I was doing it wrong.
I’ve done it wrong, and I actually did it wrong for years, many miserable years. I have done it right and I have done it somewhere in the middle.
So let me start by sharing my current philosophy on selling the right way and making it a pleasurable, win-win, mutually beneficial situation for all parties involved.
I know the word “sales” can be a dirty word to some people. Okay, a lot of people.
I get it.
But, if you have a business of any kind, you will be selling, or should be selling, all the time; selling yourself; selling your services; selling your products.
So if you want to be successful you might as well cozy up to the sales process. When you understand that it’s gotten a bad rap and embrace it, you will be on your way to a stress free and fun experience.
Let me share something that can make the whole process of sales, a little less salesy (is that a word? Spell check says, no. I say yes. Don’t judge me!). And it will help make it a more comfortable, honest and open transactional process that you can feel confident and comfortable doing.
The whole practice of selling doesn’t have to illicit the caricature of the plaid pants, white patent-leather shoe wearing, cigar smoking sleazy salesmen stereotype.
The sales profession and process have become tarnished over the years by self-centered, egotistical, non-professionals. And it truly is not indicative of a true professional process.
Sales of any kind, if done with enthusiasm, compassion, understanding, and empathy and a wanting to fill a real need, can be an exciting and admirable process.
You are selling almost every day. Everyone is selling. Yes everyone. You enthusiastically, genuinely share your experiences with numerous products and services almost on a daily basis.
Whether it’s about the most recent publication of your favorite magazine, a new brand of razor you tried, the hot new yoga instructor at the gym or the gem of a restaurant you ate at last week, you will probably share those experiences with someone.
I bet your child has shared their excitement, with friends, about a new toy. That’s a form of selling. I know you have told friends or family about a new hair salon that had spectacular customer service. Or maybe you have shared your enthusiasm with co-workers, for a new movie that you just saw.
No money is exchanged, but those are sales transactions.
The fact is, selling is offering to exchange something of value for something else of value. Usually a product or service is provided in exchange for some form of compensation, usually money.
In the above scenarios of sharing experiences, the “something of value” that you are offering is your opinion or review of the experience; opinion about a fun, new toy; a review about an incredible experience at the newest restaurant downtown or a critique of the latest blockbuster movie.
You are Selling Your Experiences
Sometimes you are not just sharing your experience but also trying to convince others to partake in your experience because you genuinely believe they will derive some kind of benefit from the experience.
The value that you receive in exchange for sharing your experience is not money, but you are receiving something; approval, envy, admiration, attention, comradery; an emotional payoff.
So those interactions would be considered complete sales transactions.
They whole key is that you genuinely hope and believe the other person will derive a benefit from their interaction with you.
Professional level sales transactions are not about convincing or hard selling; they are about enthusiastically sharing a product or service that you truly believe in, with the goal of discovering whether there is a true need or want, by the other party, for your offering.
And true professionals will only complete a transaction with a potential client, if said transaction will benefit the client and fulfill their needs. And if it’s not good for the client they will refer them elsewhere.
When you break down an honest, professional sales transaction and study it, it makes it a lot easier and even more exciting to do.
If you can:
- Listen to what your prospect needs and wants
- Share your service or product with the potential client without pretense of closing a sale
- Have your sole intention be to discover a genuine match to their needs and desires
- Sincerely be concerned with filling their needs and desires to the point of referring them away if you can’t
Then that will make the whole process of selling a fulfilling and enjoyable thing.
Selling doesn’t suck . . . . incorrect, ineffective, self-centered, egotistical selling sucks.
So let’s do it right and have fun!
To Your Success