There are so many great ideas, products, and services. If nothing is sold, money is not exchanged. Selling is for businesses what oxygen is for humans; without sales, everything suffocates. Sales skills create value and provide solutions not only in the marketplace but in all areas of life.
Salespeople Must Focus on Giving Value
Sales is all about giving value—BEFORE trying to sell ANYTHING. “Sell, sell, sell” mindsets come across as disingenuous, derailing the careers of many well-meaning but overzealous and ineffective salespeople. Sales success is simply a natural by-product of creating value for others.
Asking Questions, Listening, & Communication Skills
The path to a salesperson’s demise is marked by rejected offerings of features and benefits. Sales is all about listening. American sales thought leader, Roy Bartell, wrote, “Most people think “selling” is the same as “talking.” But the most effective salespeople know that listening is the most important part of their job.”
After listening, exceptional written and oral communication skills allow for superior interaction with new and existing customers, establishing trust, and building the credibility needed to be successful.
People Are Very Important
Our human nature craves to be valued, recognized, and appreciated. Instead of thinking for even one second about how we can sell something, the best first step is to see things from their perspective and allow our respect for their position to authentically shine through. We can sense when someone is transparent about wanting what is best for someone else; this good energy usually brings people closer together. Stronger relationships strengthen the likelihood of success, not only as salespeople but as brothers and sisters navigating life, caring for each other with compassion and fellowship.
American screenwriter, Bo Bennet, wrote, “In sales, a referral is the key to the door of resistance.” With an introduction from a trusted mutual friend, sales win rates are SUBSTANTIALLY higher. If we have a reputation for providing great value and are blessed to build trust with a team of reliable referral partners in related verticals, it is wise to help these folks succeed in their businesses. The motto of Business Network International, also known as BNI, the largest networking institution in the United States, is “Givers Gain.” When we give, our referral partners inevitably reciprocate, and everyone wins.
Love & Confidence
Genuine love for others, self-confidence, and a real belief in our products or services are all vitally important. Unsuccessful salespeople cower, timidly blending into the background. Successful salespeople have or develop the wherewithal to speak pleasantly and confidently with everyone, from the homeless guy in front of the skyscraper all the way up to the CEO.
Naturally disposed to suggest that prices are too high, customers are inclined to dutifully push back. If someone wants to become an excellent salesperson, they’ll have to learn the many nuances of negotiation.
For many people, failure and rejection signify a dead end. For top salespeople, it’s different. Instead of hearing “no,” we hear “next,” ignore the perception of discomfort, and confidently pursue better results next time. American businessman, William Clement Stone, wrote, “Sales are contingent upon the attitude of the salesman, not the attitude of the prospect.”
As salespeople mature, we learn that rejections are building blocks of learning—opportunities for self-reflection to drive studious improvement. While rejection knocks many people down, great salespeople dust themselves off, rise up, and try again—only next time—more intelligently.
Just as top athletes demand from themselves peak physical performance, top salespeople are compelled to pursue ongoing transformative learning. Without a commitment to self-improvement, potential is stifled by mediocrity. Gradual improvements inevitably lead to bigger and better successes. Top salespeople continuously stretch themselves to take their careers to the next level. While reading excellent sales books helps salespeople strengthen their skills, the most inspired salespeople strive even beyond their commitment to reading to, attend seminars and classes to continuously learn and master new concepts.
By no means an exhaustive list, some of the concepts shared above introduce a decent starting place for learning about sales. As children learn to sell, they can start earning money and more importantly, developing, and internalizing talents that will serve them well in life. Both at home and within the community, there are so many ways for children to learn not only how to work harder, but smarter, finding great ways to earn rewards by offering value.
Today, many product sales happen online. In service businesses, relationships will always be needed to establish and build trust. It’s up to salespeople to put themselves in their customer’s shoes, get on the same side of the negotiating table, and approach things with one mentality: help them solve their problems. American author, Brian Tracy, may have one of the best sales quotes ever written, “Approach each customer with the idea of helping him or her to solve a problem or achieve a goal, not of selling a product or service.”
“Remember this—a farmer who plants only a few seeds will get a small crop. But the one who plants generously will get a generous crop.” —2 Corinthians 9:6 NLT
Way of the Wolf cracks the code on how to persuade anyone to do anything, and coaches readers—regardless of age, education, or skill level—to be a master sales person.
Everyone has to “sell” their ideas and themselves so they can be successful. This guide by Zig Ziglar focuses on the most essential part of the sale—how to make them say “Yes, I will!”
Cardone breaks down the techniques and approaches to master the art of selling. You will learn how to handle rejection, turn around negative situations, shorten sales cycles, and guarantee yourself greatness.
Short, sweet, and to the point, The Little Red Book of Selling has the answers that people are searching for to help them make sales for the moment―and the rest of their lives.
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