Why Great Selling Actually Creates Value

Many sales people hold the mistaken belief that sales peopleare annoying.Now it is true that most of the world thinks this way aboutus.And it may even be true that many sales people are annoying.But if *you* hold the belief that sales people are annoying,then you are holding back your own sales potential.Just because "other" sales people are viewed as annoying,doesn't mean you are, or have to be.Sales people who sell badly talk a lot.They start talking right away, and they try to talk as muchas possible.Sales people that sell badly don't know what their prospectswant.They don't ask, or they ask too little too late, and theydon't listen well.Prospects who get "sold to" by such sales people feel mis-understood.They feel pitched to instead of helped.And they feel pressured.Multiply this by the fact that *anyone* can get into and trysales as a profession without knowing what they are doing,and the result is a world universally disgusted with what wedo.Which is too bad.Because great selling creates value.Great selling actually helps your prospects and customerseven if they do not purchase anything from you.Great selling creates value by helping your prospectunderstand how to solve a problem, or how to do something ina new and better way.When you talk to a prospect, and ask them why they are inthe market for something new, and what problems, what chainof events, what frustrations, motivated them to startlooking, and what things are important to them now in theirdecision, you get them to focus.Focus, think and feel.About what's really important to them.And this is something that most people don't do on their ownwell.Most people are walking around in a trance, thinking aboutthe millyun things they got on their to-do list while theydown another Starbucks latte.When you get people to stop, focus, think and feel, you'vedone something to help them.Because doing this can knock them out of their trance justlong enough to take some action towards solving a problem,towards improving their business or their life.Great selling helps people.Great selling creates value.

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