Here’s the thing, I don’t really think selling is dumb; after all, we live in a capitalist economy where we will always be exchanging money for goods or services, so there will always be a need for people who can help facilitate those exchanges.
What I do think is dumb however, and what I am on a mission to change, is the approach that many salespeople and many companies take with their sales process.
The customer of today does not want to be “sold.” Traditional “sales tactics” create conflict because there has to be a winner (the salesperson) and a loser (the customer). All too often, a sale is made through deception or manipulation. It is this “us versus them” attitude that has to change.
So, why not start the process with honesty and transparency? Why not stop talking and start listening? Maybe salespeople should quit measuring themselves based on numbers or units or closed sales, and start measuring their referrals and repeat clients.
- Maybe companies should quit recognizing their top salespeople and start paying bonuses to those that do the best job of retaining current clients.
- Maybe we need to spend as much money on providing ongoing value and advice for our current clients (customer retention) as we do trying to acquire new clients.
- Most of all, maybe we all need to start listening to what our clients want, crafting solutions that meet those needs, and then deliver those solutions with the highest possible level of integrity and focus.
I am on a mission to teach salespeople and companies how to sell smarter. I do this through my speaking, my training, and my writing. I hope you that you will come on this journey with me, I can’t wait to have you join me!
