photo credit: caseywest

Here’s the big secret to selling — you have to match the way you approach selling to you.  Now that we have the big secret on the table let me explain more about what I mean.
If you listen to some people you’d think there is one and only one recipe to sales success.  Yet common sense if you look at other successful people around you tells you that simply isn’t so.  So how about if you started listening to your common sense, and applying that knowledge to yourself to increase your sales?

Imagine for a moment if you stopped trying to sell the way someone else thinks you should sell, and start selling in a way that matches:

• the way you already behave naturally
• what drives you to take action
• your natural strengths

If you’re naturally more extroverted you may:

• have a take charge and keep charging forward attitude
• think “no” just means “yes” later
• have no fear of rejection
• find it easy to meet and greet people
• can’t imagine everyone wouldn’t want to buy from you

If you’re naturally more introverted you may:

• feel uncomfortable meeting and greeting new people
• dread rejection
• not be able to bring yourself to push for the close
• not be able to stand treating people in a pushy, coercive, manipulative way like you think you have to
• believe “no” means “no” now and forever

No matter your natural behaviors you should never treat your prospects and clients in a disrespectful, unkind, or disingenuous manner.  Rather than trying to force yourself to sell according to a sales process that doesn’t align with who you are and your strengths learn how to sell based on your strengths.  Playing to your strengths will make it easier for you to succeed with far less effort than trying to force yourself into a mold you don’t fit in.

No matter your natural behaviors, strengths, and motivators there is a way for you to excel in sales.  Your sales success is directly proportional to your ability to use your strengths in a way that respects your clients and prospects helping them through the buying decision process.  Your primary objective is to determine if there is a valid reason for doing business together.  Then through a genuine conversation you both discover how and why you should work together.

This entry was posted on Friday, May 16th, 2008 at 6:00 am and is filed under sales coaching. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.