I was at our local market place savoring a nice apple pie a la mode when I struck a conversation with some people there.
We got around to talking about selling, and one of them, I discovered, used to work for the local and very large telephone company.
She told me she became the top sales person in the first month she joined. And then after that her ranking plummeted.
I asked her why that was, and her reply was something that all of us might pay attention to…
She said, “In the first month no one told me I was in the sales department. All they told me during my training was that people would call looking for a phone service and that I was to help them find what they needed and help them buy it.”
“So in the first month you didn’t think of yourself as a sales person?” I asked.
“No, I didn’t! And when I found out I was, by looking at the board where the month’s sales reports is posted, and seeing my name under salespeople, something happened to me… and the number of customers I serviced after that went down.”
“So how did you go about serving your customers in the first month” I probed.
“Well I would ask questions and give them the correct features depending on their requirements.”
“So why did it all change?”
“Because before I never saw myself as a salesperson, and then I saw that I was!”
“And what’s a… ‘salesperson’… in your minds eye?”
“You know, someone who is trying to sell something… trying to persuade them to buy our service… I just couldn’t do that…”
“But you could do what you were doing in the first month – yes?”
“Yes!”
“So let me ask you… what if selling is what you were doing in your first month… and not what you think it is… would that have made a difference?”
” So, you’re saying that selling is about finding out information first and then fitting the right features to what they are looking for?”
“From my perspective, absolutely, yes! Selling is to serve, to help and also to exchange… not to manipulate or persuade. So how does that make you feel?”
She laughed and said, “I guess that was what I was doing. Serving.”
The purpose of your business is to help other people solve their problems. This is Natural Selling Principe #1. When the lady I was talking with focused on this, her job was easy, fun, profitable and fulfilling.
Unfortunately, many people (and Distributor’s) are not aware of this. So they start “Educating”, presenting and telling their story as soon as they can, and get negative results.
But if you can help potential partners see that selling isn’t what they think it is, then you’ve removed a block that might have prevented them from joining your business. I talk about this more in role plays on my audio “How To Have Fearless Conversations… And Build Your Business Faster, Without Fear, Rejection Or Objections!”.
So, focus on your purpose and remember what selling is really about. You’ll find that not only will you help a lot more people, you’ll also sell more in less time and get what you want without the anxiety and stress..
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