Selling is not tricking—it’s helping. It’s selling with integrity.
Today I’ll play Agony Uncle and respond to some queries and feedback I’ve received over time.
“Your tricks work”
I’m sad. I’m sad because I have been misunderstood.
You see, I have been excitedly told by some ardent followers of this blog that they have used “the tricks in your articles and they always work.” One even equated it to dribbling a ball past the buyer when he’s not watching. (Shudder!)
I’m sad because nothing could be further from the truth. My truth, that is.
And my truth is that selling is not tricking the buyer. There are no tricks. Tricks imply sleight of hand. Yet sleight of hand is intended to fool—as a pata potea conman does. And selling with integrity is anything but.
Don’t take me wrong. I’m encouraged to know the “tricks” shared work. I’m discouraged, though, that the intended purpose has not been achieved.
The intended purpose is to allay the buyer’s fears and suspicions by being genuine and honest. The intended purpose is to be a significant part of the axis around which the buyer’s problems are resolved.
In sum, the intended purpose is to help the buyer win. That is trust-based selling.
Read: Sales incentives: how to sell without the brown envelope
“Which is the one (or best) sales book I can read?”
Equally, selling is not a destination; it’s a journey. A journey that will never end; you never quite arrive. You are always learning.
So, you find faster ways of travelling, yes. In addition, you discover more effective ways of prospecting, yes. You even close faster, yes. But you never perfect any of these. You never “finish” as you would if you were pushing pen and paper.
And the reason why this is so is because you are not in charge of the problems you seek to solve—buyers are. And so, you are always seeking insight into buyers’ challenges, so as to find useful solutions to them. In this context, you are in responsive mode.
Now then. If you are not in the driving seat, how do you arrive when you don’t know the destination? Which is why I can’t help readers who ask me to refer them to the one book on sales that captures everything.
Selling is not a religion, say Christianity, for which the Bible is the wherewithal. So what to do? Consume content—keep reading this blog; subscribe to sales newsletters; invest in and read books and journals (audio and physical) on sales. But most importantly, implement; try again and again.
The profession of selling, like that of medicine, doesn’t have an expiry date. You are always learning.
“I want to write for the Business Daily”
So, you want to write for the Business Daily. Good for you.
First things first, though. No one will publish you when you write like this:
“Dear Kageche… I also do have the habit of writing… if I writes about a topic can you publish in the next edition… In today’s scenario how many leaders are there who leads his team…“
or this:
Due to this organization I had seen falling in a very short time because they lose good value added partner due to their new strategies making a hard and fast rules on sales part. I had seen into like these organizations they never value their high valued assets (Sales People). I always think in any organization the people who generates revenue why they are not been treated fairly. Also, I hope without sales there is no job for anybody in an organization. Hope sales comes in the first row…
I’ll stop there. You get the point.
If you hope to be a columnist, at least write grammatically—the more now with AI in play.
Next, if you wish to write for the Business Daily, or any publication for that matter, write to the Editor requesting this—it’s futile going through a columnist or contributor (I no longer am, by the way).
In the meantime, you have options: start a blog or publish posts on LinkedIn and other sites that seek contributions like yours. And if you want to write for the money, don’t— you’ll be sorely disappointed.
Read: Writing and selling: the surprising skills they share. ”.
If you would like to have your sales team sell more, we can help. In order for us to do so we propose a free consultation meeting or a call. If in agreement please complete the form below and we will get in touch after receiving your details, none of which will be public. Thank you.
You may like to see our sales traning programs
