In our book, Go-Givers Sell More, John David Mann and I begin by discussing some of the fallacies and misconceptions associated with selling. The first is that people often think of sales as trying to convince someone to do something they don’t want to do (i.e., buy something they don’t want or need).
Of course, selling is exactly the opposite; it is finding out what someone does want or need…and helping them to get it.
But, this brings up a good question: “If someone wants or needs something, can’t they just tell you? I mean, are people so stupid that they can’t figure these things out for themselves?”
Actually, it has nothing to do with being stupid or smart. It has more to do with simply not necessarily knowing what is available and/or possible. That’s why part of a professional salesperson’s job is to educate, which is one of the six “things” we say salespeople provide within the selling process: time, attention, counsel, education, empathy and value.
Please understand that practically all of the helpful, useful and valuable inventions that today we take for granted first had to be sold to the public.
The brilliant 18th Century German philosopher, Arthur Schopenhauer is quoted as saying that “all truth passes through three stages: First, it is ridiculed. Second, it is violently opposed. Third, it is accepted as self-evident.”
In Part Two, we’ll look at how this plays out.
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WOW-THAT’S A GREAT POST, thought to myself in the same voice as the guys in the store yelling about great prices! Just yesterday, I had one of our consultants say to me, “I am NOT interested in being a salesperson.” My response was, who asked you to be? Of course, there is a cultural negative to the term “salesperson” that he was referring to, and I understood that, and after we discussed the symantics of the issues, we were able to move past confusion and on to the topic of “helping people solve problems.”.I have been coaching salespeople on being consultative for years, but everytime I read one of your posts, I improve! Thank you – and can’t wait for part 2.
Brilliant!
In elementary school when it came time to participate in fundraisers, I was totally not the excited one. My daddy bought all the seeds, chocolates, stationary, etc. b/c I could not imagine myself being a salesperson. The bonuses, treats, whatever they offered NEVER interested nor motivated me.
How does someone who cowardly shrank at the thought of “selling” a box of seeds now have unbelievable goals / dreams in becoming a huge leader in a direct selling market? How do I have the desire to add value to others lives, educate the masses on what will benefit them and know in my heart I am contributing to the greatest community globally?? The only way that has become possible is to associate with people, such as yourself, who invest in our lives daily by teaching us the difference!
I remember the first time, even the place, I heard Orrin Woodward quote this and to this day it still has an impact on my life:
Arthur Schopenhauer is quoted as saying that “all truth passes through three stages: First, it is ridiculed. Second, it is violently opposed. Third, it is accepted as self-evident.”
Thanks Bob,
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Thanks Bob. I like to call my service to others a Treasure. A treasure that I keep buried; keep hidden away; keep it a mystery…
…until The Client or Prospect has expressed a desire for it. Then, and only then, will I “reveal” the treasure.
I’m not saying that the client/prospect just magically appears. I’m saying that my message is out there like a radio station frequency (many different marketing strategies) and when someone tunes into it and likes what they hear, it is there responsibility to express the desire to know more or communicate there wants. I’ll help them make sure my treasure is what they want by asking great questions.
My desire is to help them get what they desire. That may mean referring them elsewhere. Transactions are a one-time deal. Adding Value and solving problems (with or without the transaction) is a life-time investment
Thanks again.
This is a great post. I think many times people already have it in their head “I don’t care what he/she says I don’t need this”. Those people are harder to educate, not impossible, just harder. I think if we keep our minds open to what someone is trying to teach us, we can be exposed to a lot of things that make our lives easier/better/more successful.
Steve B: Thank you. I learn just as much from your reply comments as you do from the articles. 🙂
Steve W: Thank you, and I agree with your overall thoughts. As noted in our Facebook conversation (so I’m responding here for the other readers who wouldn’t have seen that) in this context, I’m talking about ideas that either haven’t yet been brought to the public and even ideas that perhaps have but might not yet be accepted as viable. There are certain situations where you cannot necessarily assume that people will be interested without having it first actively brought to their attention. Tomorrow’s article will clarify so…”stay tuned.” 🙂
Christie: Thank you. Good thinking from the other perspective.
Geneva: How things have changed!! 🙂 Not only have you grown but continue to…and get better and better every day! Great also that you aligned with such an amazing leader as Orrin Woodward!
Thanks a lot, Bob.Reading your article many years, alwayse finding good ideas for my business.You are absolutely right, we have to educate our clients and business partners and to help people to get what they want