Selling for People Who Don’t Like Selling

Part 1

Victoria Garcia, President Marketing Impressions

When my daughter was three, I found her standing in the bathroom when I needed it.

I told her she had to leave.

After a little resistance, she said “I’ll take two cookies.”

I gave her two cookies...

She left to pursue her successful career in sales.

I’m not exaggerating.

When you were a kid and you wanted something from your Mom or Dad, you certainly knew how to “sell” them.

This is not to say that everyone is born to sell, but pretty close.

So, what changed?

Here are some commonly held beliefs -

Good sales people are born, not made.

Good sales people are born, not made.

There is a right way and a wrong way to sell.

There is a right way and a wrong way to sell.

Selling involves manipulating people.

Selling involves manipulating people.

You need to learn and use the “tricks of the trade” to be good at sales.

You need to learn and use the “tricks of the trade” to be good at sales.

Successful salespeople use techniques, like the “Ben Franklin” close.

Successful salespeople use techniques, like the “Ben Franklin” close.

Selling is hard.

Selling is hard.

Give Some Thought to These Questions

• When did you “sell” something for the first time?

I gave you the answer already.

• How do you feel about selling?

Yes, feelings count. You need to reprogram yourself.

• What are your biggest fears about selling?

Work on getting over them. You won’t die if you are rejected. Or, whatever.

• What turns you off about selling?

Get over it. Don’t be stuck in old thinking. Selling is the way to success.

• What turns you on about selling?

Focus on the happy stuff.

• Does your customer really want what you are selling?*

Don’t make this any harder on yourself than It has to be.

• What are you really selling?*

Spend 90% of your time talking about what the customer wants. 10% on what you offer.

• *Hint: It’s a lot harder to sell something people don’t want or know they need. Leave this to the hardcore sales people.

• *Hint: Happiness? Security? Love? Dreams? What you are selling is only a means to an end. You should know what the “real” goal.

Successful sales persons have the following traits

Enthusiasm 51%

Empathy 25%

The Right Behavior 10%

Product knowledge 7%

Get It?You have everything it takes to sell

what you offer. You don’t even need training.

Need Help?Come to the training on Personal Branding. That’s an important strategy that makes selling really easy.

Email or call me for a free 30 minutes to talk about your unique business. - Vic

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