“The fact is, everyone is in sales. Whatever area you work in, you do have clients and you do need to sell.”
Jay Abraham, Marketing Expert
Many of us have stumbling blocks when it comes to sales. All too often, sales carries with it a negative connotation. We have images in our heads that sales people are intrusive, pushy, and even dishonest. Who hasn’t been hassled in a department store by a lurking sales clerk, asking us every three minutes if she can help us find something? And we all know what happens when we want to buy a new car or a major appliance. We often dread making these purchases because we fear that the sales process itself will be unpleasant.
If these are the images you have of salespeople, how does that impact your own ability to sell? Sales is the lifeblood of any business. We have to have sales or we are not in business. So how do we transform the sales process from one of dread to one of satisfaction?
The key is to remember that when you are selling something, you are solving a problem for someone. If you need a new washing machine, you want the salesperson to answer your questions and help you make the right choice. You want the salesperson to satisfy all the concerns you have about buying a washing machine. The salesperson solves your problem by taking away your concerns. Which one is the right size, the right price, the best quality?
The same holds true for any kind of sale. Our job, as salespeople, is to solve the problem, to identify the customers concerns and work hard to answer the questions. Our job is not to sell people services they don’t need or to push people into decisions they are not ready to make. When a salesperson does his or her job well, closing the deal is the logical outcome of the interaction. Closing the deal is the clear indication that the salesperson has identified all the customer’s concerns and addressed them.
So what are the keys to making this work? Having good qualified prospects is important. Look for the people who want and need your product or service and are ready to buy. Knowing how to identify concerns, having a good sales pitch, understanding the steps of selling…all these things are skills that good salespeople work hard to master.
Are you ready to re-think your relationship to sales? Could you use some feedback on your sales pitch? Do you need some fresh ideas for finding new prospects in a changing marketplace? Do you just need some support in revitalizing your sales process?
At Possibilities Unlimited, we can help. We’ve put together an 8-session course called Sales2Win that’s designed to give you a new way of thinking about sales. Whether you’re new to the game or a seasoned veteran, Sales2Win will give you tools you can use that will increase your sales and set you apart from the competition.
To learn more about Sales2Win, just email us at info@consulting2win.com, or call our office at 310-374-5976. We’re here to support you, and to teach you how to win the game.

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