[Imc-chicago] Sales Muscle - Issue 113

[Sales Muscle]

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Sales Muscle
Issue 113
July 18, 2007

Author: Tom Richard
Editor: Gina Sares

The Golden Rule of Sales

"Treat others as you would like to be treated," that's the golden rule.
Well, the golden rule of sales isn't far from it.

Too many salespeople today try to sell by adopting a sales approach that
is not truly theirs.  They try to mimic someone else's style or
mechanically follow a step-by-step process.  They manipulate themselves
into a personality chameleon, changing with every environment and every
customer, acting how they think the customer wants them to act, saying
what they think the customer wants them to say.

What these salespeople forget is that selling to a customer is not like
hooking up a DVD player or pitching a tent.  You can't follow instructions
automatically and expect the sale to close as you'd like it to.  Real sales
are about real people.  The customers you serve have their own experiences,
thoughts and feelings.  Do not simplify your customers by assuming you know
exactly what they want to hear or experience in a sale.

True selling comes by understanding who you are as a salesperson and, more
importantly, as a customer.  The golden rule of selling is not "Sell to
others as you think they want to be sold."  It's, "Sell to others as you
would like to be sold." By discovering how you like to be sold and why,
you will unlock a natural and successful style of selling.

As a customer, do you prefer simple explanations or do you find comfort in
knowing all the details?  Do you prefer to do business with a handshake or
do you like having everything in writing?  There are no wrong answers,
only greater insight into how you like to be sold.

Now maybe you're wondering, "What about the customer?  What about what
they want?"  Customers want to do business with someone they can trust,
someone they can relate to, someone who understands their need and has a
true desire to help them.  They can spot an insincere salesperson just
playing the part as soon as they see one.  By being yourself and selling
how you would like to be sold, you create a genuine approach to truly
connect with your customer.

Making sales is all about connecting.  For a sale to happen, there must be
a palpable connection between two things: a clear message and a clear
need.  As a salesperson, you only have control over one of these things.
If the prospect does not have a need for your services or product, there
is nothing you can do it about it.  You cannot convince someone to buy or
shove a sale down their throat.  You can only do your part well and wait
for the need to be there.

The only way to have a clear message is by making it genuine and
passionate.  That means believing in yourself, believing in your product
and believing you and your product have the ability to really help your
customer.  Being genuine and passionate cannot be faked or taught; it can
only be revealed.

A truly clear message should not only be heard, but also felt.  It should
be real and alive.  A message that is understood by your on a personal and
emotional level will always be more powerful than any taught or scripted
sales pitch.

Discovering how you like to be sold puts you in the minds of the customer
you know best – yourself.  It helps you create a sales style that is
based on the solid foundation of your beliefs and values.  Selling this
way gives you the comfort and confidence to be successful at a selling
career you enjoy.  People who sell according to their own values are
happy, successful, and sleep much better at night.  For them, selling
isn't just a job, it is their passion.  When you sell the way you want to
be sold, you can sell the way you want to sell.

News You Can Use:

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This message was sent by: Bolt from the Blue, 20 N. Third St., Waterville, OH 43566

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