15Apr/081

How Do You Sell?

Hello Mr./Ms. Salesperson:

Still acting like selling is filling the air with as much data as you can? Still believing your prospects want to hear all of your knowledge? Continue to rely on product knowledge as your selling process? Seeing marginal results even though you're cold calling constantly? On prospects who have no idea who you are or where you came from? Or why you're here?

Starting or (continuing) to feel like this "selling" stuff ain't fun? Guess what? You're right!! Because you're not selling! You're peddling! You're that stereo typical product dumper everybody dreads. You're selling's favorite bad example we love to ridicule. Wake up!

Think how you buy. Think how you feel when someone in sales acts like you. Ask yourself. Would you cheerfully and readily buy from "you"? Be honest.

Now that you've begun asking questions - you might just have potential in the selling world.

Richard D.

Submitted by:
Richard Dickerson

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Filed under: Professional Selling Leave a comment
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  1. Sam Miller
    May 6th, 2008 - 10:20

    Selling has to be consultative. If one can really get to understand the problem that the customer is facing and present compelling value proposition then one can be assured of a sales win. This often requires active listening and deep domain knowledge — skills that too often sales people lack.

    Sam Miller

    Director of Sales

    Walker’s Research – a quality source of business information

    http://www.walkersresearch.com


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