How To Sell Without Selling

One of my previous topics was “What do you really think of Salespeople?” and unfortunately, many people think of someone like this stereotype pictured.

There is simply no getting away from the importance of sales to the viability and success of any entity. A business with no sales is a charity, and a self funded one. Even charities need a successful strategy to ensure it has enough money to support its projects.

I presented at Bloom Networking on Tuesday morning on this topic as it was one of the suggestions from one of the attendees. If your sales philosophy says that sales is where you convince or persuade another person to buy from you, then you belong to the same school as our pictured friend.

How to sell without “selling” is more about the level of sophistication you bring to your communication skills, and to your sales process. The more skilled you are at understanding how to connect with others who will value your product or service, the easier it becomes.

Here are 5 tips I shared with the group on Tuesday:

 

  1. Clarify your Why:

I bang on about this all the time but it’s because people buy with their emotion first and rationalize it with logic. It’s the way our brains are wired. When we feel connected on a deeper level to an individual, organization or business, the decision to buy or belong will be found! Give your customers the opportunity to connect with you…It’s how you’ll build your…

 

  1. Tribe:

When your why is clear, your tribe will be able to find you easily. You’ll know how you communicate to them and what it will take to deliver your service once you know your why. It will also help you move on those that will never fit into your tribe: you can serve them best by redirecting them to their rightful tribe. Once you know your why, your tribe will become clear and it will be easier to identify…

 

  1. Raving Fans:

Identifying potential Raving Fans early in the buying/selling process is easier when why is clear. You’ll have a profile of those people who love to work with you, who actively drive like-minded businesses to you and whom you love to work with in return. Raving fans are the 3rd level of loyalty: way beyond repeat business and staying with you despite your competition. Raving Fans are your other sales force. Educate them, reward them and seek out more of them. Best and most profitable sales strategy ever…

 

  1. Abundant Mindset:

When you’re coming from a place of abundance, where there is truly enough business for everyone, you’ll sell differently, you’ll show up to meetings differently and your prospects will sense it. It will remove any pressure to sell to them in the convince and persuade manner as you’re trying to determine whether they’re a fit for you just as much as you are for them. You know that when you let a prospective client go who wasn’t a fit, you allow room for one that is perfect.

 

  1. Shutup:

The best sales people know how to get the information they need from a prospect by doing the least amount of talking and the bulk of the listening. They understand the art of intelligent, thoughtful questions to elicit the information you need and the emotion the prospect needs in order to uncover a fit or a mis-fit! If you find you’re doing the majority of the talking…..it’s a sign you’re losing the sale. Shoosh.

 

If you have a networking group you’d like me to present to, please email me at: Ingrid@thesalesdr.com.au.

 

Have a great weekend.

 

 

View our other posts

What to do when your poor performer thinks they are a star

We’ve either got one in our teams right now, we’ve had one in our teams before, we are one** or we’ve been one - the poor performer who thinks they’re a star. The evidence is all around them: the declining or poor results, consistent poor feedback from multiple...

Connection is your ticket to the dance

We live in a world where we give our babies smart phones to play with, our children devices to watch at the table when eating out and where our teens communicate in social media shorthand using touched up images to get more likes.   We complain about the time we...

Don’t argue with Dr Phil

“You can’t change what you don’t acknowledge,” says Dr Phil.  And it’s hard to argue with Dr Phil.  I mean, he’s Dr Phil after all!!   I don’t know about you, but over 25 years working with sales people, the fastest performance improvements happen with those...

2019 is here!

February 2019 is on our doorstep…. My clients are already starting to schedule meetings for January for work set to commence in February NOW.  That’s right: in December. Now some of you reading this will be all over it.  You’re way ahead of me.  In fact, you were...

Dealing with Decision Inertia

First it was “Before Xmas”; now it’s “In the New Year”. Next it will be “Before Easter”….   Customers making decisions to work with us seem to use these events as delay tactics….They’re used as unexpected hurdles making it difficult to sign off. Why? It’s not...

Xmas is a time for Gratitude

We don’t have Thanksgiving in Australia, but it’s a brilliant ritual that makes people stop and think about their blessings. In business, it’s easy to get so wrapped up (no pun intended) in our own Xmas festivities, and we forget that it actually presents us with an...

Get Busy

2018 is nearly over: have you achieved all you set out to?  Or, did you plan to set out to achieve anything at all?   With the right plan you set yourself up for success because you're able to resource, staff, train, market and sell with a purpose.  Moreover,...

Break Down or Break Through?

As we approach the end of the year, it’s easy to feel exhausted.  Some of us are feeling the stress of completing projects before Xmas.  It can feel like “the quickening”!   Throughout the course of our lives most of us have gone through a particularly difficult...

When to say no

“ Getting to Yes” was a best selling sales book because as sales people, we look for the green lights, head nods,  agreement. Yes is music to our ears and the word we find ourselves saying to questions about our ability to deliver. “Getting to no” would be an...

Who Are You When No One’s Watching?

If there were no checks on you and perhaps no consequences, how differently would you act? Would you still do the work, pay the bills, put in the hours perfecting a skill, do the exercise, eat the vegetables? In fact I asked myself recently why I put so much pressure...