"Sell More and Grow - POOR?"
That sounds ridiculous, doesn't it?
Well, I hate to break the news, but it's true. We've all heard of the famous book "Think and Grow Rich" but what most people fail to realize is that day after day, they're going out to "Sell More and Grow Poor."
The problem lies with that one word - SELL.
What is selling? What does it really mean? Here are my definitions of both buying and selling:
Buying: The act of willingly acquiring for money something that you want or need. The buyer generally leaves the transaction feeling happy and satisfied.
Selling: Attempting to convince another that they want or need your product or service despite the fact that they may not. The purchaser typically leaves the transaction with a strong feeling of “buyer’s remorse.”
See the difference?
Very few salespeople understand how to get people to BUY from them. Instead, they grind their wheels day after day, hearing objection after objection and "no" after "no," not realizing that if they'd just start the sales process from a position where the customer buys from them, rather than trying to sell to people, they'd make a lot more sales - and do it with less time and less stress.
Most salespeople don't understand this concept because of the training programs that many companies put them through. Most have a long list of "steps of a sale" anywhere from 3 or 4 steps, up to a whopping 20 in one case!
Some even require each step of a sale to take place. I worked for one of those companies a while back - I remember having hot prospects who were ready to buy from me, who would get angry and go buy from a competitor instead when I insisted on holding a face-to-face appointment, all because the big dumb company required it.
I've heard of another company where only so-called "self-generated" leads count toward quota - and by "self-generated" they meant cold calling.
A sale is a sale, regardless of where the lead comes from. Saying that a sale that wasn't generated by cold calling somehow doesn't count is utterly ridiculous, yet this is the nonsense that many salespeople are taught, and it's the reason why so many are not as successful as they could - and should - be.
The problem with cold calling, in this example, is that it creates a selling situation right from the very start. The most successful salespeople (and companies, for that matter) are the ones who set up a buying situation from the start - and who don't annoy and push people away with confrontational selling tactics.
So, if you want to know how to rapidly increase your sales, the answer is simple: Stop selling to people, and begin creating a context where people are buying from you instead. And the first place to begin is to stop cold calling - because I can't think of anything that typifies "selling" more than cold calling!
New York Times best-selling author Frank Rumbauskas is the author of the Never Cold Call Again® System and has won numerous accolades, such as Readers Choice for Business Book of the Year from 800-CEO-READ, and has been named one of Fast Company’s top 30 most influential people online. To learn more, and to download a free 37-page PDF preview of his Never Cold Call Again lead-generation system, visit NeverColdCall.com #Sales #Sell #Selling