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The Ultimate Sales Tip - Give Up the Need to Sell
Copyright 2005 Ike Krieger
Most business people will tell you that selling is not their
favorite activity. Let's explore a way to look at the process of
sales a bit more favorably.
Whether we like it or not---"we're all in sales". Most of us
have an internal dialogue about both selling and closing that is
less than positive. Most of us approach the sales portion of our
business hoping we're not "coming off like a salesman."
Most of us hate to be sold to. Most of us have to sell to live.
Most of us realize that in order to keep our business afloat, we
need to sell. I suggest that you give up that need to sell.
Please notice that I didn't ask you to give up the commitment to
sell, but rather the need to sell. The hardest time to do
anything is when you need to.
In the revised edition of his book "Man's Search for Meaning",
the noted psychiatrist and author Victor Frankl coined the term
"Paradoxical Intentionality". He defines "Paradoxical
Intentionality" as "The twofold fact that fear brings about that
which one is afraid of, and that hyper-intention makes
impossible that which one wishes."
In other words, if you need to do something it makes the task
much more difficult. Frankl's thesis can best be illustrated by
an example with which we all can identify.
The last time you needed to get to sleep because you had
something important to do the next morning... how easy was it to
get to sleep? The last time you needed to stay awake for the end
of a film... how easy was it to stay awake?
So I repeat... give up the need to sell. Be committed 150% to
making the sale but avoid becoming tied to the "outcome" of
making the sale.
This is contrary to what many of us have been taught. However,
if you view yourself as a "problem solver" rather than a "maker
of sales" this concept will make much greater sense.
I define a problem as, "something that exists when there is a
difference between what you have and what you want."
My
definition of business is, "The ability to solve other people's
problems and get and make a profit."
Closing is "the ability to create an environment in which the
prospect can come to the conclusion that our product or service
will solve his/her problem."
Based on these definitions, our job becomes a process in which
we first uncover whether the prospect has the type of problems
our business solves. Next we have to find out if the prospect
truly believes that a problem exists (and it's important to let
the prospect be the judge.)
If the prospect believes that there is a problem, and that the
problem is likely to cause monetary or emotional sacrifices, he
or she will be more open to having someone who can be trusted
help solve the problem. In other words, the prospect begins to
close the deal.
Your prospect will begin to convince and influence you that
there is a need for your help. He or she will become the source
of the sales presentation and the close. As backwards sounding
as this may seem... it's really the way it works.
Because the responsibility of convincing and influencing is
assumed willingly by the prospect nearly all of the stress and
negativity we associate with selling literally disappears.
Use this approach to selling and you'll see a big difference.
Instead of a day filled with trying to sell things to people,
you will get to solve people's problems. This is a much more
enjoyable way to approach the selling part of your business.
In summary... give up the need to sell and think of yourself as
a magical problem solver.
About the author:
Ike Krieger is a speaker, author and mentor. Ike provides tips,
tools, ideas and resources that focus on sales and business
networking success. Ike will help you get in front of more of
your ideal contacts, and then turn your contacts into
contracts...or clients... more easily and more often.™ -
Subscribe to Ike's mailing list
http://www.BusinessSuccessBuilder.com
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