When it comes to selling, so much has been written, printed, lectured, and talked about that I believe the majority of what we’ve heard, read, seen, and experienced has lost sight of the fundamental principles and truths of selling. The principles have been buried under mounds of techniques, manipulations, and scripts so we really don’t know what to believe or accept. Lets return to the fundamentals that truly form the foundation of professional selling. Here are a few of the essentials:

1. People love to buy, but they hate to feel “sold.” Are you helping them buy, or just “selling” them what you have?
2. Sometimes we buy what we need, but we always buy what we want. Do you know the difference? How do you know what people want?
3. All buying is emotionally driven. We justify (sometimes) with reason later.
4. If a buyer refuses to talk with you, they probably won’t buy from you either.
5. People are more likely to buy from you when they feel it’s their idea rather than your idea.

Buyers like to be in control of how they spend their money. Help them do this.

When planning your next sales presentation, think about these principles. Let them guide your actions as you sell to people who want to buy. In the end, isn’t this more rewarding for all of us?

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