The definition of selling?
“¦To give or hand over (something) in exchange for money.
Most people do not like the process.
They literally avoid the idea of “ASKING” someone to buy.
Is there any wonder why high pressure sales are associated with:
- Alcoholism
- Nicotine
- Drug addictions
- Divorce
- Sleeping disorders
- Over eating
- Sex addiction
Why?
F-E-A-R.
Fear of what?
George Dudley is internationally known for his 20 year study on the very subject.
It is the preverbal elephant in the room”¦Sales Call Reluctance.
What is this fear all about, and why does selling have such a dirty connotation?
Fear has many faces.
It can be about the unknown, rejection, inherited, and even borrowed.
Consequently it is ambiguous, heavy, slimy, and unwelcomed.
In my humble opinion (based on over 30 years of selling and 20 years of the sales managing of all types of personalities)”¦
It starts with the lack of, or absence of, conviction.
No conviction”¦fear runs rampant.
On the other hand, when someone has conviction (A strong belief or opinion about something) it gives them the courage to take a stand.
When someone has conviction they move out of the “selling mode” and into the “teaching mode”.
I coach sellers to be teachers.
My definition of selling is “The Transference of Confidence”.
When the confidence is present”¦magic happens.
After all is said and done, and all the sales techniques are discussed and scrutinized for the 1000th time”¦
People Buy People.
Then they buy the Company, then the Product, and last but not least the Price.
When the natural order of the universe gets out of whack, and price is the lead, that’s when Fear finds a way into the equation.
How many times have you felt Un-Comfortable when purchasing a product, or selling a product, and the number one feature is price?
Answer”¦
ALWAYS!!!
In the bestselling situations”¦People buy People.
That’s when referrals become as common and abundant as stars in the midnight Alaskan skies.
Selling does not have to be a dirty word.
After all”¦we all do it on some level.
Some of us are more conscious about it (:
Happy selling.