People Are Motivated By Reasons They Discover
Tony J. Hughes
Sales Leadership for a Better Business World - Keynote Speaker, Best-selling Author, Management Consultant and Sales Trainer
Building trust and creating value is at the heart of professional selling. But no-one is motivated by our promises or pitch. Telling is not selling. Information does not inspire or differentiate. Facts and data do not equate to insight. The art of selling is in helping people have an epiphany that you personally – before your company, product, service or solution – are what they need. People have always bought from those they like and trust, but success for sales people requires one more ingredient today – value through insight.
The very best sales people are not warriors of persuasion, but rather engineers of value. They are naturally curious and obsessively focused on the customer’s world. I used to wrongly believe that the best sales people were the ones selling ‘unique’ solutions… how wrong I was! The best sales people are actually those selling commodities; because the only way they can effectively differentiate is in the way they sell.
Here’s a revelation that will change you sales career – everything is a commodity in the eyes of the buyer; except you and the way you engage your customer. The way we sell is more important than what we sell. You personally are the solution. Think like you’re an extension of your customer’s organization and talk the language of leadership: delivering outcomes and managing risk.
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Photo by: Arya Ziai
Sales Leadership for a Better Business World - Keynote Speaker, Best-selling Author, Management Consultant and Sales Trainer
10 年Great insights Brian... thanks for the contribution ;-)
Brian MacIver offers Sales Performance Improvement and Sales Consultancy.
10 年Its worth us reviewing that old sales chesnut: "Telling is not selling." How many people can 'sell' with no 'tell'? As my old Branch Manager would say: "Very few, and they're all dead!" It's WHAT we tell {thanks Challenger Sale}. It's WHEN, and HOW we Tell it [thanks SPIN Selling] and It's WHO we tell {thanks M&H Strategic Selling} Without telling properly, there won't be much selling going on.
Brian MacIver offers Sales Performance Improvement and Sales Consultancy.
10 年"The best sales people are actually those selling commodities; because the only way they can effectively differentiate is in the way they sell." Yet, so many [self-appointed] Sales 'Gurus' still think they only sell on Price. The difference is: these people can sell on either Price or Value!
Director Happiness Co Foundation / Social Cause and Impact / The MoMENtum Revolution Mentor & Mental Health Lived Experience Advocate
10 年Thanks for sharing Damien ...it's about the conversation which then enables a level of trust and respect to be created and subsequently facilitates the potential for purchase...