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SALES MOVES
The power of that statement is also the insight into the selling process. For the last 120 years salespeople have been taught how to sell. And I challenge you that that is the least powerful way of completing a transaction.
Salespeople learn techniques. Salespeople learn "closes." Salespeople learn systems of selling. And none of them are more powerful than someone wanting to buy.
In fact all of them are useless if someone doesn't want to buy. Or is afraid to buy. Or doesn't like the person he or she is buying from.
Rather than selling, take a look at buying. Would you rather know how to sell or would you rather know why people buy? Aha! Why people buy, of course. OK then Mr. Salesmaven, why are you still trying to master how to sell?
You can argue that relationship building, questioning skills, networking and presentation skills are all part of the "selling process," and I agree. But I stand firm that buying motives are one million times more powerful than selling skills.
Let me help you with buying motives...