When you think of “selling,” do you cringe? Would you rather have a root canal than to have to pick up the phone and attempt to enlighten a cold prospect about the merits of your solutions and, let’s be honest, beg for a meeting? Just like you, most professional service providers feel “unprofessional” when selling and find the whole process a bit degrading. So, today I’m going to share insight that will instantly make you feel a whole lot more comfortable. Here’s the panacea: Stop Selling! Yep, you heard right, simply don’t do it a minute longer and let out a big sigh of relief.
Say Goodbye to Me-Focused Selling
There’s a good reason why you detest selling. People, especially busy executives, don’t like sales people. In a pointed post, Why Customers Hate Sales People, Roger Bostdorff from B2B Sales Boost points out some of the top reasons why professionals screen calls, don’t open direct mail and refuse to take meetings. He opines that your traditional salesperson:
- Doesn’t listen
- Talks too much
- Lacks knowledge
- Fails to understand your needs