Selling Sucks: How to Stop Selling and Start Getting Prospects to Buy
by Frank Rumbauskas Jr. (24600)
Forget about trying to memorize the “fifty power closes of sales champions” or any other canned sles pitches. That’s for people who want to spend their careers figuratively twisting their customer’s arms to make them buy something they don’t really want. Selling that way is difficult, stressful and ultimately manipulative.
Instead of doing that, work only with people who are motivated enough to actually approach you. Partner with prospective customers and help them buy. If you work with those who have approached you to buy rather than the other way around, then instead of being a manipulator all you need to do is become an effective persuader.
To be successful in sales, position yourself so that people who genuinely need what you have to offer approach you to buy because you’re the expert in that field. In other words, get more qualified prospects to come to you and then help them buy rather than going out and drumming up people to sell to. As counterintuitive as it may sound, the real secret to selling more is not to sell at all.
If you develop a workable system for getting enough business to come to you, then you can forget about:
Quite simply the traditional approach to selling sucks. Focus instead on attracting those who want to buy. Set yourself up to create and maintain systems that will generate an ongoing stream of people ready to buy what you have to offer. Achieve that and selling becomes very easy and stress-free.
The key principles involved in moving from the old way of selling to the new:
1. Become a powerful business leader and act that way
2. Establish yourself as an expert in your field
3. Speak competently and powerfully at networking events
4. Build communities of prospects to generate referrals
5. Provide value to everyone who interacts with you
6. Develop your sales system and then automate them
7. Integrate your customers into an exclusive club