WHAT DOES SELLING MEAN TO YOU?
Tags: Sales and Selling
When I ask Sales Executives and Sales Professionals the question, “What does selling mean to you?” I get a wide range of answers, but we can boil those answers down to one common theme.
Let’s look at some of those responses.
Elisha Isreal states, “Sales is helping people with a product or service that's in their own self interest.” This is a great point. As it illustrates the point that selling is about helping people, specifically, helping them achieve their goals through the usage of your products, services or solutions.
Vija Liviu Robert goes on to say, “Selling is creating a bond, trust and mutual interest with the other party that results in both the client and the seller earning something of value.” This is response indicates the fact that a relationship must be developed with mutual interests, and exchange of value.
Chelsea Tripodi shares, “Believing in your product.” As a consumer, it is all about inspiring buyer confidence, and from a consumer standpoint, you must believe in your product, your service, or solution to deliver the best results as it relates to the consumer’s needs.
Prerak Trivedi mentions, “Selling is offering something that other person doesn't have in return of something that you don't have.” This is the fundamental essence of what sales is all about. You are finding someone who doesn't have what you have, and offering this to them in exchange for something of value, as what was described above.
Lydia Denasha adds, “Selling, it depends on what the seller is wanting to do. I know a lot of people sell, obviously, to make money but others sell things that they make because it’s a hobby or passion of theirs… that happens to be something they can also make money with.” This is a great response from a consumer standpoint. The answer indicates that the majority of sales people are selling for one thing - money. Whereas the most successful sales professionals are seeking to be of service to others.
Lisa Cook states, “Educating, helping people, and making money. In that order.” When you boil down the process of sales, you would get these three bullet points from most sales people
When I asked Cassy Wilkozek, this was her answer. “Convincing someone my services are something they need.”
Out of all of the people interviewed, I enjoyed Jason Dollinger’s response the best. “Selling is sometimes it means giving people info so they can make the best decision for them. Sometimes it means hitting them in the head with a rock and explaining lies they've been told so I can get them to buy my stuff.”
Sales automation guru, Sabrina Santoro mentions, “Selling is helping someone find a solution.” This certainly aligns with what most successful sales professionals are saying in today’s business environment.
While we do get an opportunity go gauge what others think about sales, and selling - we do get an opportunity to hear put all of these responses into a pot, mix them up and pull out a boiled down version of common answers.
My response to what selling means to you:
“Selling is about focus, and that focus includes four (4) specific areas to ensure a proper selling an sales experience. First, Serving. Serving your prospective client and consumer with your time, attention, sincerity. Second, Encouraging. Encourage your prospecting client and consumer to make an informed decision by offering real, reliable, and relevant data. Third, Listen. Listening actively by asking questions to obtain the best possible batch of information to address the client/consumers needs. Lastly, Learning. Learn your prospects challenges, wants, needs, desires, and processes - so you can provide them with a comprehensive solution that meets the demands of their business and how they conduct their daily operations.” - Curtis DeCora
Yes. That’s SUPER long, but that’s also the most comprehensive response I can provide to help others fully understand what selling means to them.
S - Serving your prospect, you are there to serve them, not to pitch and persuade them.
E - Encouraging the prospect to make an informed decision through real, reliable, and relevant data.
L - Listening actively to the prospects, challenges, wants, needs, and desires to improve.
L - Learning how the prospect conducts their daily businesses processes for a seamless integration.
Those of you looking for more information on selling and sales, please feel free to check in on the learning center, as I publish new articles every week. I include topics such as: Selling, Leadership, Tribal Economic Development, and, of course, Digital Marketing.