Sunday, June 14, 2009

Telling isn't selling!

I am a myth buster.
You won't see me on Discovery Channel though, well not yet anyway. You will hear me busting the "myth of selling" through my classes, my writing and when you meet me. This is my goal: to change the way people sell. Selling is an amazingly creative and fun process and that is what I want to impress upon you. Not only that, the art of sales is the art of clear communication, listening and relationship building. Learning this has changed my life and the lives of those I "sell with" and it can change yours as well!

People think selling is about pushing your product or service on your client or prospect. Others still think that it is about telling their story, sharing about how their product or service has changed their life. It isn't. Selling is so much more. Selling is about building relationships and discovering who your prospect is as a human being. Beyond that, selling will help you to discover who YOU ARE as a human being. If you follow my Equation for Success: VISION + VALUE + KNOWLEDGE + TOOLS = SUCCESS you will understand your own VALUE as a human being and this will transform you in ways you wouldn't imagine. The art of sales is a collaborative process. In this process we learn about ourselves, about our prospects and we build strong relationships with ourselves and our prospects!

Think about it, you go to a networking group and share your story. What happens if the person you share your story with has a different story? The person you are speaking with might not have the same problem you had and you could easily lose them right here. You can start over, and start building from that place, but it will be six times harder to build this relationship because you haven't established trust.

Many companies teach their sales people to "share" their story to bond with potential customers and clients. I am the first to tell you that this is a myth. Telling isn't selling. Discovering is selling! Learn about your prospect first and then selectively share your story when appropriate. Be yourself and reach out to ask about your prospect and learn about them. Don't make the sale the primary goal, make learning about your prospect's needs the primary goal and you will make the sale.

If you don't make the sale, you will build a relationship and this will lead to a sale down the road or a referral and a bigger sale. Trust the selling process and have fun with it, don't push.

Selling can be transformative if you allow yourself to embrace the process. If you are connected to your VISION you will feel the passion that drives you and so will everyone you reach out to. What about your VALUE? I mean your VALUE beyond your product or service. When you understand your intrinsic VALUE and reach out to people grounded in this understanding you reach out in a powerful way.

This is a powerful place to visit, your intrinsic VALUE as a human being and why you are special. When you are able to truly appreciate your own VALUE then you easily lead by example. People are drawn to you and you can easily build powerful relationships with others, because you have built a powerful relationship with yourself. KNOWLEDGE is your bridge to your prospects and clients. When you add in the TOOLS you can only WIN! Selling becomes bridge building because we are touching people in a way that lets them know we care.

I believe that we can change the way people do business. Selling becomes a way of connecting that shows our clients or prospects we care about them, not only about the sale. We don't tell our story but we listen to theirs. We just relate to them as human beings and we offer them our presence and our clear communication. We don't tell them our story until they ask and they will. So, selling becomes so much more than just telling!

I would love to hear from you!
Reach out to me and tell me your stories and share your thoughts about the selling process and I can share them with my readers: