How to Sell Without Selling

There have been major disruptions in the ways people use to sell traditionally ever since the social media came into picture

Historically there was only one way of selling that was Face to Face, then came telephonic sales, now internet and digital sales however we are not going to discuss the technology but let us focus on way we can sell without selling. We can discuss technology in upcoming topics!

If we talk about the various sales methodologies, they all focus on how to sell but what you are going to discover today is opposite of selling!

The common mistakes that all the sales people make while selling is they talk and focus on their product, features and benefits. Most of the pitch is focused on how great and wonderful their product is because sales people are only concerned about how they can make more money by closing the clients. It is like shooting in the dark and hoping that it will hit something.

Let us discuss something different!

Here is the key to selling more - "Stop Selling and Start Servicing"

Who do people buy from:

People buy from people who they like and trust. Trust is the most important factor in any sales cycle. Your best friend will also not buy from you if he/she doesn’t trust you. I am sure you would agree. We will discuss how to build trust separately as it is very crucial topic!

Here is how you can sell without selling:

Servicing mindset -

Gone are those days when the sales people use to try cheesy lines, tricks, hide information to close the deal. Today’s buyer is the most aware buyer because they have access to all the information easy available at the figure tips. Most of the buyers already have an idea about what your product is all about and how much would it cost. They also know what alternatives are available in the market and use that information to get the best deal. At the same time they want things to be easy and quick!

“Servicing doesn’t not begin post sale but it begins with your first interaction with your buyer”

The most successful sales people know the value of servicing their client. They know the importance of acknowledging that the buyer is very smart. They know the value of giving more and being less salesy.

Here is what I recommend everyone must do to become a true Sales professional - Give more – Information, options, brochures, competitive info, alternatives proactively etc. Show the urgency of getting them what they need real quick. Don't shy away from sharing the competitive intelligence proactively. Remove the myth from your head that if I share the competitor's information they will go shop with them. If you don't share, they anyways will check with others so rather you share it proactively as it will build your trust and credibility

100% Attention and Commitment –

I use a tag line in my email which says “100% committed” instead of thanks and regards. This not only helps me convey the message to the client but reminds me to stay 100% committed to my clients. Give your 100% to each client and stop checking the cell phones or talking to other people. The least you can do to serve your clients is by giving all your attention to them. Serve them well now and serve them fast!

Focus on their problem/need –

It is always about them. Understand what they want to achieve and how solving this problem will make them feel or help!

More time you spend on understanding the client needs, problem, challenges better you will be able to build trust and close. Focus on why they need what they need. What problems are they trying to solve with it. What is the most important reason that will compel to buy. Drill into pain so bad that they feel that this is something they really really need. They should reach the point where they feel that parting with money to acquire your product is the best thing they can do today. At the end provide them exactly what they need. Help them to make the right decision which is buying and using your product. This is the only way you will serve them and not try to close the deal just to make your commissions J

“Stop Selling and Start Servicing”

Share to make sales more fun!

Watch out for my upcoming book on mastering the art and science of sales!

Thank you,

Coach DG

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