Great Salespeople Hate Selling !
By admin | January 12, 2010
Do you know that great Salespeople actually hate “selling” ? That’s right ! Not only do they hate “selling”, they also hate being “sold to”.
Why ? This is because it commonly comes across as too being too over-bearing, rigid, unfriendly or even plain obnoxious.
Remember those that never take “no” for an answer despite your repeated refusal ? While we may commend them on their attitude of perseverance and thick-skinned mentality; on retrospect, is there a better way for them to sell, so that they gain better connection and support from the prospect, without coming across as intrusive, over-aggressive and hard-selling ?
So how do great Salespeople sell then ? What makes them so different from their other sales counterparts ?
Well, life’s examples show us that the best sales people are successful not by “selling” but by creating an ideal buying experience.
Let’s take an example of a customer’s buying experience at a retail shoe outlet :-
Typically the sales assistant would come offer help by saying “ Can help sir/ma’am ? We have great offers today….Feel free to look around…etc “. Or some may just leave you to your own leisure shopping pace without addressing you; till you look for them to try on a size of the shoe of your choice. Or others may even stand beside and follow you through out the store, which of course can be rather irritating.
None of them are actually helping you with the real buying experience. In this case, it’s either under-selling, plain complacent or over-selling.
Now imagine this scenario – you walk into the store with a friend and the friend tells you that there’s a great offer on, and that he/she has also made purchases themselves already and helps give friendly advice to what looks good on you; goes and on and on about their personal experience about the purchase, and then nudges you to buy as well.
Question – who would most likely influence you to buy more ? The retail assistant or your friend. The answer – most likely your friend. Why ?
This is because your friend helped you to buy. Your friend created an exciting, informative and logical buying experience for you.
So, what’s the lesson learned here ? Let’s look at the following principles in the full article.
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