Selling has been going on since the beginning of mankind. The challenge remains the same: how do we cost effectively and efficiently find people to buy from us and not from our competitors.
Thus the “window” is unchanged, and to be frank it is now slightly grubby.
The image most of us have of a sales person is someone who is pushy, does not listen, interrupts what you are doing, does not understand your business, tells you what they can do for you and so on.
The literature does not help us either. I put ‘Define Sales’ into Google and found this:
“Selling focuses on the needs of the seller and the need to convert product to cash….To put it another way, it’s sales’ job to influence the customer to buy what the company has produced.”
Whilst I can’t say I agree with this definition it does support the idea that a salesperson is selfishly motivated, potentially manipulative and only interested in money. Furthermore, they talk a lot, mostly about themselves, or their products or services and why people should buy; they rarely listen.
Understanding the reasons for the generally negative perception of sales is critical to understanding how to fix the problem – selling and buying has been going on for hundreds of years and both sides have long established behaviour patterns and expectations. At Sandler we have found that these do not serve the best interests of either the buyer or the seller. Thus the need to shine “new light” through the old window of sales; to adopt a different approach where the expectations of both sides are openly shared thus allowing a genuine exploration of whether or not the buyer has a need and the seller can best meet that need.
|Doing what sales people do||Doing the opposite|
|Selling features and benefits. People don’t buy them.||Establishing rapport and continue to build rapport and trust throughout the entire selling relationship, not just during the first five minutes|
|Acting like a salesperson||Behaving as an equal and being authentic|
|Playing games and withholding information||Adopting a direct, no-nonsense approach to selling that frames the sales meeting as a business meeting between equals, where the sales person facilitates an honest, non-manipulative exchange of information|
|Relying on your presentation skills to seal the deal; you can devote a lot of time and energy to a sales meeting only to discover that the necessary interest level was never there||Focusing on qualifying the prospect; do they have a compelling reason to buy which is personal to them? Are they willing and able to spend the necessary money, time and resources to fix the problem? What is their decision making process and is it acceptable to you?|
|Focusing on handling objections. By doing so you perpetuate a system of “positive selling” in which the sales person pitches and the prospect assumes a negative role.||Accepting that only the prospect can handle their own objections. Your role is to facilitate their doing this for themselves, not trying to do it for them.|