Get the Edge on Sales Frustration

My Top 10 Quotes from Authenticity by Ron Willingam

Sales is a frustrating profession. We get buried in tons of rejection, and expect to remain positive and encouraging to the client. There are so many ways to learn about people and businesses, that we can lose sight of significance at the moments of actual real-time interaction. Sometimes we need to slow down and connect before we try to push through a brick wall of legitimate rejection. Sometimes instead of following news feed and data stats, we must reach out, engage, and listen.

I found Ron Willingham's Authenticity a refreshingly different perspective of selling by connecting. Here are my top 10 quotes from the book:

1. Why you sell (purpose) will determine how you’ll sell (strategy). Your selling strategy then will strongly influence your actual sales. Are you self-focused or client-focused? Each intent produces its own strategies. Each strategy produces its own outcomes.

2. During your waking hours your conscious I Know is continually interacting with your unconscious I Am. The nature of this interaction triggers an emotion in your I Feel. In turn, your emotions are so strong that they can trump or support the thoughts, decisions, or logic in your I Know. Stop and meditate on this for a few moments.

3. Our prosperity expands to the degree to which we believe our products or services are more valuable to our clients than the money they pay us for them. Your belief in the efficacy of your products or services not only will influence your authenticity as you present them but will be unconsciously communicated to your customers.

4. The CLIENT system: 1] Connect 2] Listen 3] Illustrate 4] Evaluate 5] Negotiate 6] Transact

5. Your real purpose will automatically trigger consistent actions- when the cause is right, the effects will be right. A genuine client-focused purpose drives behaviors that aim to create value. Your real intent, purpose, or reason for what you do will influence not only your actions and behavior, but also your expectations.

6. Determining other people’s patterns is another reason for asking questions and listening to the answers. Listening to and observing their choice of words, pace, tone, body language, and environment can give you clues as to what subjects interest your customer.

7. Assessing people’s communication levels can distract you and block rapport and understanding when you’re with them. Creating preoccupation. Keeping you from listening. Blocking your understanding. When you’re with them, don’t analyze their patterns, but fully absorb who they are and what they’re saying.

8. Here’s a sales principle worth remembering: your price is important only after people have agreed that your product or service will give them the benefits they want. Until this point, price is irrelevant.

9. When clients do want to work out concerns they may have, it’s appropriate to ask for their opinions about the best way to proceed. Put the ball back in their court; ask for their opinions about the best solutions. Don’t be too quick in giving them your opinions. Remember, people are more apt to act upon their suggestions, rather than yours.

10. Okay, so life is difficult. Accepting this, dealing with it, and succeeding despite it is what makes life interesting. It’s the price we pay for the benefits we receive. It goes with the territory. Success isn’t free, nor should it be. The tensile strength of iron is developed by extreme heat. So is the tensile strength of people.

I am welcome feedback on anything sales related, or otherwise connected to sales and business mindset.