Fear stops you just when you need to take that next step.
The one that is going to make a difference in your business and your bank account.
For most of us, the fear comes from two very real places.
The fear of rejection – that someone will confirm that our work, our stuff isn’t good enough.
Secondly, the fear that we’ll offend or be seen as pushy, self-promoting and greedy.
But what if you shifted your lens ever so slightly?
Can you for a moment, embrace the possibility that what you fear isn’t really sales or selling at all?
I’m not saying your fear isn’t real.
I’m not telling you to just get over it (as if that ever works) or ignore it and do it anyway.
What I’m asking is for you to be willing to look at the issue with a new perspective.
I decided to check with a few experts on the subject.
I asked them to define sales and selling.
Here is what they had to say.
“The salesperson’s job: Help people overcome their fear so they can commit to something they’ll end up glad they invested in.” Taken from his post titled: Selling vs. Inviting
Seth Godin has written thirteen books that have been translated into more than thirty languages. Every one has been a bestseller.
“Sales has evolved: it used to mean trying to convince someone that they needed your product or service. Nowadays sales (or at least effective sales) is about listening to customers or potential customers and educating them on how you can meet their needs and pain points.”
New York Times best selling author of The Entrepreneur Equation. Carol Roth has worked with hundreds of companies on all aspects of business and financial strategy.
“Professionally using a person’s desire to own the benefits of your product, then blending your sincere desire to serve them in order to help that person make a decision that’s truly good for them.”
Since 1976, Tom Hopkins International has been dedicated to providing the finest sales training strategies and techniques to individuals and companies alike.
“Sales is delivering a solution you are passionate about to a customer who finds it the perfect resolution to her problem.”
Pamela Slim is a seasoned coach and writer who helps frustrated employees in corporate jobs break out and start their own business.
“I’ve heard a number of definitions of sales, and many are excellent. So, while mine is far from the only definition, it would be: Sales: “Helping someone to own what they want, need or desire.”
Co-author of the national bestseller, The Go-Giver, Bob shares information on topics vital to the success of today’s business person.
“If you had the cure for cancer, how many cancer patients would you approach each day and ask to purchase your cure? As many as you could! Sales is real simple. Identify a problem and provide a solution. A professional sales person helps a prospect or customer make a decision that is good for them and always leaves that person better than they found them.”
Founder of The Prospecting Expert, Steve helps his clients attract more prospects, retain more clients, and drive more sales.
“You can’t make anyone take a certain action, but you can make it much easier. That’s what sales and “selling” is all about. In my experience, there are two pieces to the sales puzzle. First, you need to make it known that you’re selling something. Interestingly, the first part is the one that drives most people away because it makes them feel “awkward” or “scammy” to push a product or service. But the reason the feel that way is because they don’t understand the second part of sales, which is the psychological piece. You need to understand the psychology of buying a product in order to sell it. You need to get to know your customer, get inside their head, discover their problems, needs, and desires. If you do that, then you’ll realize all of the ways you can help you customer by selling to them and you’ll help them realize the benefits as well. That means more sales for you and more benefit for the customers — all while sleeping soundly at night.”
James runs the Passive Panda website making it easier for you to earn more money every day.
The common thread?
Selling isn’t something you do TO someone, it’s something you do FOR them!
Each definition mentions the customers best interest.
Selling includes things like listening, serving, solving.
Shifting to that perspective opens the possibility of helping not pushing; conversations instead of convincing, being a welcome resource.
Here’s my definition.
“Making an offer and giving someone the chance to say yes!”
Now, it’s your turn. How can embracing a new definition of sales help you? Leave your comments below.