The point of this blog is to create a community of practice and a dialogue around the value of positive intentions in the sales process. The hope is that as an outgrowth of our interactions we will all walk away with a more acute understanding of the human experience in the context of the sales process, and as a result, a greater capacity to build deeper, fuller and more productive relationships.
My motivation for this blog is manifold: I am a sales trainer, consultant, coach, and I SELL my services for a living! I realize the value of community in business, and I hope that as a result of this blog my business will be positively impacted. (with that being said, this blog will never be a forum for me to solicit business! Ever!).The potential for profound learning and the ability to expedite the natural learning curve by leveraging the collective experiences of a community. I believe that these are the seeds that will catalyze change on the macro level, and that is what motivates me most of all
I am passionate about selling, not from the prospective of a businessman, but rather from that of a human being. We all come into contact with selling on one level or another. Remember, “selling is the process of persuading a prospect to recognize the worth or desirability of particular good or service”. If you really allow yourself to think about it, you would be hard pressed to find anyone who does not engage in some element of selling. My belief and experience tell me that as both buyers and sellers we are more apt to get what we want and feel good about it when the focus is on the creation of mutual value. Hopefully, this blog will provide a forum to exchange experiences, perspectives, ideas and best practices around this topic
Thursday, May 15, 2008
Monday, May 5, 2008
Why is selling with your soul a competitive advantage?
In a nut shell, selling with your soul builds profound and productive relationships. The outgrowth is the ability to accurately, efficiently and consistently deliver value to the marketplace. The intimacy with which profound relationship are predicated on allow for shorter, smoother sales cycles. They eliminate the waste of time money, and emotion spent fixing problems caused as a result of disconnects.
I was recently at a panel discussion that included EVPs of sales for several major tech companies. The consensus was that the following barriers must be circumnavigated in order to achieve sales success. 1. The relentless drive towards productivity: the need to accomplish more in less time 2. A degree of integrity that can withstand the scrutiny of transparency and 3. the ability to problem solve at a higher level. It is no longer sufficient to merely show up to a meeting. It is expected that one is conversant in how the prospect is experiencing their current reality.
Selling with your soul eliminates these barriers. The authentic pursuit of value creation will give you the credibility needed to differentiate yourself as a trusted advisor uniquely capable of providing solution’s of value.
.
In a nut shell, selling with your soul builds profound and productive relationships. The outgrowth is the ability to accurately, efficiently and consistently deliver value to the marketplace. The intimacy with which profound relationship are predicated on allow for shorter, smoother sales cycles. They eliminate the waste of time money, and emotion spent fixing problems caused as a result of disconnects.
I was recently at a panel discussion that included EVPs of sales for several major tech companies. The consensus was that the following barriers must be circumnavigated in order to achieve sales success. 1. The relentless drive towards productivity: the need to accomplish more in less time 2. A degree of integrity that can withstand the scrutiny of transparency and 3. the ability to problem solve at a higher level. It is no longer sufficient to merely show up to a meeting. It is expected that one is conversant in how the prospect is experiencing their current reality.
Selling with your soul eliminates these barriers. The authentic pursuit of value creation will give you the credibility needed to differentiate yourself as a trusted advisor uniquely capable of providing solution’s of value.
.
Thursday, May 1, 2008
What does it mean to sell with you soul
What does it mean to “sell with your soul”?
Selling with your soul is the authentic and passionate pursuit of extrapolating what it is your client uniquely values and how best to deliver it. It’s taking the time and the care to understand what the world looks like from your prospect’s eyes. It’s having the courage to do the right things, for the right reasons, at the right time.
When it comes down to it, it’s all about your intentions. Selling is the process of persuading a prospect to recognize the worth or desirability of particular good or service. To persuade somebody is to engage in a process with honesty and integrity that attempts to make the prospect want to buy what you’re selling. If you are a salesperson and your intentions are contrary to this, then you are doing nothing more than manipulating the prospect to buy. To sell with your souls is to focus 100% of your attention and intention on the creation of mutual value.
Selling with your soul is the authentic and passionate pursuit of extrapolating what it is your client uniquely values and how best to deliver it. It’s taking the time and the care to understand what the world looks like from your prospect’s eyes. It’s having the courage to do the right things, for the right reasons, at the right time.
When it comes down to it, it’s all about your intentions. Selling is the process of persuading a prospect to recognize the worth or desirability of particular good or service. To persuade somebody is to engage in a process with honesty and integrity that attempts to make the prospect want to buy what you’re selling. If you are a salesperson and your intentions are contrary to this, then you are doing nothing more than manipulating the prospect to buy. To sell with your souls is to focus 100% of your attention and intention on the creation of mutual value.
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